If your sales organization is failing to achieve results, you can address the problem by making sure your team stays focused on the sales pipeline, writes Colleen Francis, founder and president of Engage Selling Solutions. You also should watch how individuals behave and make sure you're hiring the right types of representatives for your business. "A rep who's excellent at closing multi-million dollar deals with long sales cycle may fail on a team that needs monthly results with smaller revenues," she writes.

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