In my many years of experience, these are the most common circumstances that I’ve experience in the sales world.

 

  • Most business development organizations do not achieve a good cultural balance that incorporates compassion and empathy with science and knowledge
  • Salespeople rarely understand the financial basics of business, and this is imperative to achieve success
  • Sales managers frequently use fear, intimidation, threats, and other unhealthy and ineffective tactics
  • Sales is difficult and few people do it well
  • Salespeople regularly embellish, misrepresent and knowingly provide inaccurate information due to fear, stress and anxiety
  • Most reward systems in corporate sales departments focus solely on individual achievements, rather than hitting team goals
  • Most salespeople can become much more effective when they receive the appropriate education
  • Sales organizations being led with a transactional theory of leadership have high turnover, low morale, and rarely hit revenue goals
  • People can change

“Sales managers frequently use fear, intimidation, threats, and other unhealthy and ineffective tactics.”