“Continuous improvements in any area eventually transform the operation.” — Peter Drucker
If the industry forecasts are even half right, we know business is going to be tougher next year. Working harder won’t be enough to make a difference. Working smarter will. Now is the time to invest in training and education. Evaluate your team’s sales skills. Which areas are solid? Which areas need to be sharpened and refined? If your sales team is well-versed in the basics — planning, prospecting and closing — they will be better prepared to tackle the challenges ahead.