While taking some time off, I was reflecting upon the issues that hinder success in b2b sales. My thoughts ran the gambit of possible issues including hiring and selection of high quality b2b sales people – sales training and development using the right processes for your industry – quality of sales leadership – the rules, policies and structure of an organization – and finally compensation or incentive programs.
In the long run, I narrowed it down to five major pitfalls to b2b sales success