Perhaps the problem lies in your sales strategy? Things change fast these days, and you want to pick a game you can and will win. Does everyone in your business know clearly who you are for? And who you’re not for? Can you stand out in a crowded market place and been seen as uniquely valuable? Do you know who you should be talking to, and who would be better off talking with you? You need to know your ideal customers – the one’s you’re made for, because not all customers are equal. You need to know who’ll most likely to say ‘yes’.

But…what if it’s not your sales strategy after all? What if you have got that right, and the actual problem is technique? It might be that your people aren’t delivering on your strategy? Why? Is it that they lack the knowledge or skills? Perhaps their mindset isn’t right? Or could it be that you haven’t defined your processes well enough and that your incentives are driving the wrong behaviours despite a decent sales strategy? You’ll want to define this problem correctly.