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

• Sales teams that act like fraternities.
• Sales managers who rely on sales person optimism instead of holding sales people accountable to objective performance standards.
• Sales people who focus on poorly qualified pipeline hopefuls instead of on closing deals and increasing the companies’ bottom line.
• Sales people blaming their poor sales results on a bad economy, bad leads, or other external factors.
• 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, and not qualifying prospects before providing costly proposals.

This program details the root cause of sales performance breakdown and directs you to strategies to overcome these problems.

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In today's economic climate Business Owners, Presidents and CEO's and are faced with numerous problems including:

• Lack of proactive selling efforts resulting in little or no core business growth.
• An environment of complacency resulting in anemic sales activity.
• Relying on a wing-it approach opposed to a sales process using consistent and effective criteria.
• Management that buys into the optimistic viewpoints of sales people resulting in end-of-month disappointments.
• Management addressing the same thing with the same people with no change in routine or result.
• Failing to identify, create and open real sales opportunities on a routine basis leaves sales organizations stuck at a plateau, where management ends up working harder and longer for less!