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Bad Sales Teams Make Excuses


Guest Mitchell Aster
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Guest Mitchell Aster

Most Business Owners, Presidents and CEO's are frustrated with:

 

Sales teams that are run like fraternities

Sales managers who focus on poorly qualified pipelines instead of on closing deals and the bottom line

Sales managers who rely on sales person optimism instead of holding sales people accountable to objective performance standards

Sales people blaming their poor sales results on a bad economy, bad leads, or other external factor.

Sales people not being proactive in the selling process—not making cold calls, not confronting objections, not calling on/meeting with top level decision-makers, not qualifying prospects before providing costly proposals.

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