Are you furious at being blackmailed by the sales force? That is, do
you feel overly reliant on a sales force which is aware of this
weakness and takes advantage – doesn’t comply with company
policies?

Without a system based on urgency, breakthroughs and proving,
many firms have to rely on “relationship selling”. Now, strong
relationships is an important closing condition. (Closing conditions
are the set of conditions, which, when met, result in the sale.) But it
doesn't necessary invoke material difference, a difference that
demands action.

With a focus on relationship selling, management fears losing
customer relationships they don’t understand. So they wind up
working to satisfy the sales force, instead of vice versa.

What kind of company do you want to manage? With a system
based on urgency, proving, breakthroughs and payment in kind, the
playing field is at least level. It will put you in a position to hire and
make productive additional salespeople.

Invite us to design a selling program which creates a level playing
field and substantially boosts sales.