What is a Dysfunctional Sales Force? - Symptoms & Causes

John Peters

John Peters has extensive Global and Domestic Sales, Sales Management, Business Development and General Management experience with sophisticated medical products, systems and services in the Hospital, Operating Room, Blood Bank, Proprietary Clinic, Private Physician and OEM Contract Manufacturing settings. See his full bio here.
  1. Chronic Poor Performance-consistently not meeting goals or quotas/Work Ethic-Are they working?
  2. High Turnover Rate-20% or more annually.
  3. Poor Hiring Process-Background for success/All salespeople are not equal.
  4. Poor Training-Does the company have a specific program or is it hit or miss?
  5. Accountability-Are the Sales people and Field managers held accountable by management?
  6. Is the Company Sales Oriented?-Has to be driven from top to bottom/Need commitment.
  7. Realistic Goals/Quotas-How are they developed? Need sales input and methodology, not guesstimates/pie in the sky.
  8. Are the same Sales People - always at the top and the same always at the bottom of the rankings?
  9. Territories-How are territories apportioned?
  10. Same Page-Are Field management and Senior management on the same page?
  11. Backgrounds-What are the backgrounds and training of the Field Managers-Are they qualified?
  12. Are you promoting the Right People?-Pete repeat syndrome.
  13. Mentoring-Do the Field Managers mentor their direct reports or is it sink or swim?
  14. Metrics-Is the company using the right metrics
Share this post:

Comments on "What is a Dysfunctional Sales Force? - Symptoms & Causes"

Comments 0-5 of 0

Please login to comment

Corporate Sponsors