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.
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 It is a shocking realization, but sales organizations are employing techniques that are a century old and long out of date.