sales expert to CEOs
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Why CEOs/Presidents Tolerate Ineffective Sales Management
- October 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lack of overall sales performance is an easily recognized problem. A savvy President or CEO may correctly identify the symptoms: inaccurate forecasts, a lack of new opportunities, new salespeople failing to ramp-up quickly enough, delayed closings, and complacency. However, they usually fail to understand that these issues are not sales issues, but sales management issues.