In January, sales coach and consultant Mike McCormac posted an interesting blog article entitled Top Five Problems Facing Sales Leaders in 2012. It’s a bit long, but a decent read and worth passing on.
The “Five Problems” he addresses (missed objectives, insufficient pipeline, coming up with realistic forecasts, sales team effectiveness and overall poor profitability) are more a series of symptoms that could all fall under one label that no one really wants to hear: mismanagement. To put it more succinctly, in many cases it is the overall company sales structure that is the problem. The good news: it is also the opportunity. Read the rest of this entry »
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