When was the last time you...
- Received an account update full of glaring generalities?
- Gave into a salesperson, lowered the price, and still lost the business?
- Counted on the "superstar" to hit a home run and found out he struck out?
Most of us have experienced these frustrating situations and have had to deal with the consequences. In today's marketplace of increased complexity, constant pressure is placed on the sales team to deliver the numbers, but too often sales managers are expected to select, shape, and coach their team to excellence with few tools—and they often fall short of giving the quality support that is required to develop a team of top performing professionals.
Jeff Thull is president and CEO of Prime Resource Group (www.primeresource.com) and the author of Exceptional Selling: How the Best Connect and Win in High Stakes Sales (September 2006), The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale (Dearborn Trade Publishing, 2005) and Mastering the Complex Sale (2003).