Sales operations are complex systems with many moving parts. So, when we are not getting the sales results that we expect, it’s easy to misdiagnose the cause (or causes) of the problem.
Traditionally, sales leaders, and sometimes Learning and Development professionals, equate poor sales performance to lack of skill and/or will within the sales team and so the obvious solution is sales training. However, more often than not, lack of sales skill and/or will is only part of the problem.
Here are the most common issues we find in sales operations that negatively affect sales results:
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