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Diagnosing Sales Problems

How to Identify and Correct the Real Root Causes Behind Sales Performance Issues

Failing to identify the true root causes of sales performance problems often leads to a frustrating game of Whack-A-Mole. Expedient fixes lead to more problems. Those problems then lead to even more duct-tape fixes. Which, in turn, cause even more serious issues. On and on, the performance symptoms just get worse because the real problems are never corrected. In this on-demand training webinar, you will learn about:

  • Why there are so many effective scapegoats for the various issues and problems a B2B sales operation may encounter along the way.
  • The most common...yet, often unrecognized...root-causes that are ultimately responsible for many sales performance symptoms.
  • An incredibly straightforward diagnostic technique you can get in the habit of using to avoid jumping to simplistic conclusions.
  • Numerous real-world examples of seemingly obvious sales problems that were really just symptoms of deficiencies elsewhere.

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    This research brief answers three popular questions about Sales Ops structures, including: Should Sales Ops be distributed or centralized? Where should Sales Ops report to, or up through? How should a Sales Ops function be structured?

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  • Successful Sales Ops Pilot Programs

    How do you get your company to accept new sales tools and approaches, while maximizing your odd of success? In this session, learn how to leverage pilot programs and in-market trials to accelerate your progress.

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