Salespeople often struggle not because they're lacking in skill or motivation, but because they're operating without clear guidance from their leadership. This isn't a sales issue- it's a systemic problem rooted in the very core of organizational management.
This lack of clarity from leadership created a ripple effect throughout the sales team. Without a clear understanding of priorities, salespeople were left to make their own interpretations of what was important. Some focused on existing accounts, others chased new leads, and others still spent time on low-impact activities that did little to drive sales.
Salespeople thrive on direction. They need to know the 'why' behind their actions—the overarching goals that their daily activities contribute to. When leadership fails to provide this, it's like asking someone to build a house without a blueprint.
So, I dug a little deeper. I sat down with the salespeople, and what I found was both revealing and, unfortunately, all too common. They were confused. The company's strategy seemed to change with the wind.
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