The article "Do Something" from Pharmaceutical Executive Magazine discusses 7 new steps to put your sales force on the right track. William Schieman number one piece of advice: have a sales strategy and stick to it. He also harps on the sales team's overall alignment with the company. This means sharing the beliefs of the company, and consistently acting as the ambassador for the company. In order to fix sales problem areas, he says to look for the root causes (which is much easier said than done.) His final words of wisdom are about keeping the best and loosing the rest. He argues for constant weeding out of the sales team, but making sure to have a system in place to keep the best, as well as hiring top performers. (We can help you with hiring the best!)
What steps do you think are missing?
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