How to define the objectives of the sales force to reach results?
Which are the fundamentals of productivity? In simple sales, the best productivity objectives are about activity and efficiency. So success comes from selling hard. Good salespeople make lots of calls and the more calls, the more sales. This doesn’t work in complex sales. More calls can even lead to less sales. In complex sales the best metrics are about effectiveness, not efficiency. The image of sales people is tarnished. How can we change that perception so they can be considered by society as professionals? Society always judges on the past, not the present. In the past, many salespeople lied and cheated. They gave selling a very bad name. But today the sales job has become professional, honest and has high standards. Society will catch up with the reality, but it takes time. Are entrepreneurs good sellers? Entrepreneurs are usually bad at selling. During sales calls they usually talk too much. They don’t listen to the customer. They are too enthusiastic about their products. When
