2.0
May 1, 2014
Recommend
CEO approval
Business Outlook
Pros
Provides initial and ongoing training.
Cons
Management applies same sales metrics for all territories regardless of market opportunity. Always assumes the problem is the Sales Rep, not the territory. Sales cycle can be long, yet Sales/Branch Mgrs can change territories on a whim. Sales Mgr turnover high as well (think 18 mos). Emphasis on "boots on the ground" which can result in fewer sales opportunities per Rep.