March 01, 2009

The most common problems with sales structures

1. A deficit of leadership and coaching
2. Trying con compensate for inadequate sales systems
3. Not enough time spend tin the field by management
4. Too little or too much reporting
5. Too formal or not formal enough structures
6. Organisational centric versus people centric
7. Hands off structures trying to compensate for hands on management
8. Inflexible, authocratic, beaucratic – restrict rather than enable

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