When executives describe their sales organizations, they often use expressions like “sales department,” “sales team,” and “sales force.” Those three expressions are used as synonyms when, in reality, they serve as phases of the sales organization maturation process.
When the business first opened its doors, the proprietor conducted all of the selling. After a period of time, it dawned on the small business owner that he or she needs to focus on CEO tasks rather than be the sole rainmaker. As a result, steps were taken to hire their first salesperson.
The experience for this this salesperson when joining the company was much like an Indiana Jones movie. No roadmap was provided, just a destination was shared (sometimes, not even that).
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.