13 March 2001

Are Your Salespeople Confused?

Two myths could be hurting your sales -- and your sales force

by Mick Zangari and Benson Smith
Does your sales force have an identity crisis? Are your salespeople confused about what or how they should be selling? Mergers, acquisitions, reorganizations, and changes in sales strategy can cause sales forces to fizzle. Two myths could be at the heart of the problem.
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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