Why too little training may not be your problem

04/25/2012 | Sales Benchmark Index

Companies often try to address sales problems with training initiatives, but this isn't always the best approach, writes Matt Sharrers. In some cases, fixing the problem requires tweaking performance conditions, which are "the environment in which [you] place [your] sales talent." For example, if your representatives are closing fewer deals than they were in the past, you might need to re-evaluate your ideal customer, he explains.

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