How Companies Routinely Short Change Their Own Sales Force
- November 10, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Early on, their salespeople succeeded at selling to the low hanging fruit – the people that raised their hands because they needed or wanted the product. When the salespeople run out of low hanging fruit, sales stall as they struggle to convert prospects who see the product as nice to have, but not must have. That’s when most companies change gears and begin to innovate and invest in their product when in fact, they really need to innovate and invest in their sales force.