Is it easier to change a company’s sales culture when sales are going well, or on the contrary, when they are going badly? Actually, this is not the right question, because working on the sales culture will never be easy, whatever the conditions of the company and the market.
The real question to ask is whether there is a more appropriate time to make a sales transformation, so that the company can gain the maximum benefit from it, both quantitatively and qualitatively.
When sales are going well… you must avoid the traps!
The main issue, when sales are good, is that there is no real motivation to make changes. If the company grows and makes money… what’s the problem?
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