A bothersome factor of selling is the notion for organizations to corrupt selling. Nothing happens to organizations unless something is sold. However over 92% of many organizations never invest in their sales departments. To avoid this issue:

1. Stop sales training. Training is an event not a process. Nothing happens in a seven-hour day. The desired output is to alter behavior, this does not happen in a day.
2. Create KPI. Selling requires measurements. Sellers need to measure their success and sales managers need to inform them constantly.
3. Conflict. Mix it up. The problem with sales managers today is the inability to confront employees about workplace issues.
4. Accountability. Create measurements of success and hold individuals to them. Stop the procrastination; they are the frontline to your revenue destiny.
5. Hire Correctly. Stop hiring bodies and employ individuals with innate talents that can handle your frontline. Nothing substitutes passion, conviction and talent.
6. Self Mastery. Good selling professionals provide methods of constant improvement. Always question the sloths that expect your organization to provide their education.
7. Create a selling culture. Everyone in the organization must become involved in the effort. Refrain from compartmentalization.
8. No contest. The best selling professionals do not require contests and challenges they are constantly motivated.
9. Seek best practices. Emulate the best practices from the best people stop trying to correct those that cannot be altered.

10. Lead Generation. This is the most prevalent portion of selling. Do not worry about supplying leads to the sales department. All professionals must create pipeline opportunities.

11. Share the wealth. Stop paying selling professionals so much. Lethargy is created when professionals believe they have a “cushion” and little upside potential.

12. Pre-Board with Onboarding. Create a process that quickly encourages knowledge of the company, competition and the industry.

13. A view from the bridge. It is great to sit behind the desk and command all but to create a selling culture you must lead by example. Move away from the desk and partner with your sales people. Leaders must meet with customers too.

14. The new economy. Recent surveys show that companies cut back on their sales force when they need the help the most. Why invest in new computers, or new logo when your front line is more important.

2010. Drew Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

The Sales Corner is a leading resource for 100% Free Sales and Marketing and Business information to help you grow online and off! Drew Stevens PhD, President of Stevens Consulting Group and renowned author, consultant and sales expert literally wrote the book on improving sales skills. Dr. Drew is the author of the best seller Split Second Selling and Ultimate Business Bible that have helped thousands of frustrated sales managers, selling professionals and entrepreneurs improve their skills and gain dramatic results. Experienced with helping entrepreneurs and mid sized business, Dr. Drew works with organizations that desire to dramatically accelerate business growth! Drew has been successful in developing a consistent business methodology that increases customer acquisition by 40% while creating selling standards to reduce labor intensity-resulting in record revenues and higher productivity and profitability. Drew Stevens is a passionate, professional, and personable keynote speaker, and workshop facilitator; Drew conducts over 50 presentations per year in over 20 countries. He is also the author of 100 articles on sales, customer service and selling strategy quoted frequently in the media, with periodicals such as Personal Selling Power and Sales and Marketing Management, The New York Times, The New York Daily News, and Chicago Tribune. Dr. Drew can assist your organization with: