In this article, Guillermo Herbozo explains why the goal of sales supervisors is often forgotten. Sales supervisors spend less than 20% of their time developing the skills of their team members. Even worse, the quality of the time invested is not ideal. Absence of a strong dedicated coach is perhaps the largest cause of failure for sales representatives. It also leads to increasingly high levels of employee turnover and soaring recruiting, on-boarding and training costs across industries. The solution is…

Anastasia Ksenofontova shares an article on the competition between sales and production teams and how consulting partners can combine the competencies of both departments. Salespeople sell what they know rather than what the clients need. They use personal connections rather than industrial or functional competencies to close the deals. Salespeople do not fully understand the products they are selling. On the other hand, production or service delivery cannot provide what the salespeople have promised. Technicians do not know how to…