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.
The dominant management principles in sales were devised by Henry Ford and used to manufacture the Model T Ford on the world's earliest production lines. It is a shocking realization, but sales organizations are employing techniques that are a century old and long out of date.