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Sales Success Made Simple Review

por Rachel helhar Harvey (2019-02-08)


When you Sales Success Made Simple compare the way business plays the sales game to the way professional sports teams play their games, you discover some interesting dichotomies.First and foremost, business does not demand the best from its greatest asset: sales professionals. Because business doesn't hold individual sales professionals accountable for their failures to perform, when you evaluate the win/loss record of the typical sales team in any company, large, medium, or small, you find it consistently loses many more sales than it wins.usually at a rate of about ten to one.If you applied this win/loss record to the National Football League, which plays 18 to 20 regular season games a year, the typical NFL team would win 2 games a season.Unlike professional sports coaches, sales managers typically stay out of the action on the sales playing field because they're too busy sitting behind their desks managing the administrative affairs of the sales department. How can the average sales manager get in the sales game when he or she is too busy working on projections, profit and loss statements, personnel problems, factory politics, and company politics.If professional sports teams played the same way most sales organizations play the sales game, NFL quarterbacks would run failed play after failed play, quarter after quarter after quarter, with no input from coaches. If professional sports teams operated the same way most sales organizations operate, Major League Baseball pitchers would walk player after player, inning after inning, while managers ignored the action and sat behind desks shuffling papers in offices far away from action on the field.Business seems to be perfectly willing to put up with sales managers who consistently run bad plays. And, as if that isn't bad enough, business is also willing to retain field sales people who consistently fail to achieve performance goals and sales projections.

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