Issue five - Sales management not developing their people enough. 67% of CEO’s said that their sales managers were not spending enough time coaching and developing their salespeople. The job of a sales manager is to coach their people just like in professional sports! Unfortunately if we don’t have a sales process, salespeople with undeveloped skills or the wrong people coaching becomes impossible.

For salespeople taking responsibility for our own professional development is the key! Have a process, hone your skills, focus on the right kinds of activity, be aware of your thoughts, get some coaching, join a sales mastermind group, or join an association dedicated to your success.

Good sales professionals realize their strengths and weaknesses and create a plan that addresses their abilities. Great sales professionals repeat this process over and over.

Brian Lambert, CRSP is a Managing Partner and Chief Growth Officer with ReveGrowth, a revenue growth consultancy that helps small- and mid-sized businesses drive revenue by design. In this role he is responsible for Sales & Marketing functions as well as consulting with select clients and speaking and writing on key areas of corporate growth, sales, marketing, and service. As a growth discipline expert and thought leader on sales growth systems, individual sales performance, and sales culture, Brian has been instrumental in defining the ReveGrowth methodologies that help client companies and individuals achieve superior results. He consults with select client companies and is a sought after public speaker and author. He can be reached at http://www.revegrowth.com.

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