Why we can’t audit just one part of a sales organization

Jan 12, 2022

A sales org is a system, with interconnected part & elements.

Most of which affect and influence the other.

People "problems" are sometimes process problems.

Process "problems" are sometimes product problems.

Product "problems" are sometimes people problems.

Looking at just one in a vacuum can be misleading.

Getting the right Rx means getting the diagnosis right.

And getting the diagnosis right means understanding both:

  • How the individual elements are working.

  • How the elements are working with each other.

Many sales orgs don't evaluate the whole picture...

And get frustrated when they end up playing Whac-A-Mole with sales problems.

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