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Enterprise enablement, Sales Enablement, Executive Leadership, Sales Leadership

Why Your Great Ideas Are Failing Within Your Sales Team


Picture this:

A top sales rep at a major financial institution consistently ranks in the top 5% of his peers. He is knowledgeable, efficient, hard working, and passionate about bringing success to his customers, himself and his organization. Over the years, he has proven that he can achieve--and exceed--his goals. Then one day, management decides to roll out new technology and processes to help reps stay organized and identify greater opportunities, while giving management new reporting capabilities and insight into sales activity. Despite good intentions on all sides, the change does more to hinder the sales rep than empower him. Over time, he grows frustrated with the new system--and his management-- because not only does he not see any value, but it actually wastes his time. To cope, he either stops using the technology entirely or simply inputs minimal info just to “meet expectations.” Either way, the organization loses.

Why Your Great Ideas Are Failing Within Your Sales Team
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