Every sales manager dreams of a sales team that is constantly improving the company's year-on-year revenue. Our sales team might be exceptional, but we can't pretend our sales team is perfect. We can always take an objective step back and consider what else we could be doing.January 2015, saw a study published in HBR. The study surveyed 786 sales professionals. This included sales managers, sales professionals and sales leaders who were all asked to objectively rate the activities and performance of their organisation. The important differences were in how the sales team perceived their organisation, how performance was measured and how sales mangers recruited new team members.None of the factors were game changing ideas. They were practical things that we all know but often fail to enforce.
