poor sales performance

Three Questions to Ask Before Investing in Sales Training

In my sales consulting practice, I have conversations with senior managers every day about sales professionals who are not generating enough volume. At some point during our discussion, executives will often comment, “I don’t have time or the money to train them.” Without an investment of time, money and training, it is highly unlikely […]

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The Death of Sacred Cows in Sales

Last week, I wrote about the alarming performance of today’s originators in mortgage banking. The post hit home for many managers who admitted that 2.5 units per month per originator is not enough for their companies to make a profit. In fact, some even lamented that they have originators who are not even producing at this

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