Selling is a people business, so it logically follows that sales performance and people performance go hand-in-hand. To put it another way the sales potential of any organization is a function of the potential for development of its sales people. The potential to engage them more, as well as to develop their levels of skills, confidence and passion.
Re-igniting the sales team's people's passion for their work and fueling their desire to win is the job number one the sales manager. This challenge is set against the background of a universal crisis in terms of workplace motivation - where all but a small minority of staff are disengaged from their jobs.
The key to building a high performing sales machine goes beyond efficient processes, systems and strategies. That is because a high performing sales machine will only go as fast as the people who drive it.