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The root cause of many of the findings was that the sales force was NOT money motivated.  Order takers and lack of money motivation are quite the combination.  Company executives eventually learn that order takers rely on the on-going and renewal business of their existing customers. These salespeople tend to earn much more than they’re worth, develop a sense of complacency and fail to accomplish what the company needs them to do.

Never let an employee hold your growth hostage.  Never sign anyone who has yet to prove themselves in a role to a long-term contract.  Your employment agreements should specify that employees are employees at will.  Stamp out mediocrity, surround your salespeople with great sales management talent and grow the company.

Most companies have “them”.  Most managers brag about “them”. Most of “them” toot their own horns.  Most are their company’s role models. Most companies would love to have more like “them”. They masquerade as the top salespeople in their companies, a claim supported by data, spreadsheets, commission statements, awards and accolades.  But who are they really?

There are a number of industries where high turnover on the sales force is the norm.  Insurance, Real Estate, Telecommunications, Copiers, Direct Sales, etc.  My editorial addresses these issues.