- Chronic Poor Performance-consistently not meeting goals or quotas/Work Ethic-Are they working?
- High Turnover Rate-20% or more annually.
- Poor Hiring Process-Background for success/All salespeople are not equal.
- Poor Training-Does the company have a specific program or is it hit or miss?
- Accountability-Are the Sales people and Field managers held accountable by management?
- Is the Company Sales Oriented?-Has to be driven from top to bottom/Need commitment.
- Realistic Goals/Quotas-How are they developed? Need sales input and methodology, not guesstimates/pie in the sky.
- Are the same Sales People - always at the top and the same always at the bottom of the rankings?
- Territories-How are territories apportioned?
- Same Page-Are Field management and Senior management on the same page?
- Backgrounds-What are the backgrounds and training of the Field Managers-Are they qualified?
- Are you promoting the Right People?-Pete repeat syndrome.
- Mentoring-Do the Field Managers mentor their direct reports or is it sink or swim?
- Metrics-Is the company using the right metrics
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