The most common mistake of sales organizationsDec 15, 2020
We're auditing three sales organizations right now.
The most common mistake we see:
Misdiagnosing the problem to be solved.
CRMs don't fix not having a sales process.
Project management tools don't fix poor team execution.
Sales trainers don't fix weak value propositions.
Lead generation services don't fix bad (or no) marketing.
Someone else's core values don’t fix bad leadership.
The wrong diagnosis leads to the wrong Rx.
Which leads to A LOT of wasted time, money, and energy.
If you want to "solve" a sales problem...
Meaning REALLY solve the RIGHT problem...
The best advice I can offer:
Invest the time in making sure you get the right diagnosis.
Be sure you're buying the solution you really need.
Not the solution the vendor you called happens to have.
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