They harbor a feeling that some of their salespeople just aren't doing what they want them to do, and they don't know what to do about it. If that thought occasionally passes through your mind, read on. I often reply. We want them to sell a lot, of course. But that response is too vague and coarse to hold any real meaning in today's world.
Salespeople are capable of more than that.
And, the world in which your company operates has changed significantly in the last few years. Our economy has grown increasingly complex, many markets are maturing, the demands and expectations of your customers are growing, your customers' choices of ways to satisfy their needs are multiplying, and information technology is growing more powerful and user friendly. All that means that you need to more finely direct your sales force than at any time in the past. I learned that lesson the hard way in my days as a distributor rep. I was doing a great job selling in my largest account.