The sales teams in their aggressive attempts to scale the numbers, often miss out on the bigger picture of that the company is trying to portray. This leaves an unfortunate misalignment between the corporate strategy of the brand and the said sales team. In order to rectify this gap, one has to start off by asking the right questions, that will fill the knowledge gaps. Likewise, the management training experience too will need to be customized, as per the feedback received on the entire team. These exercises must also work on building the team confidence. Consulting companies that are successful, are now looking at such an approach. Focus Vision is the perfect example for the same. These principles are however, not binding. Rogers Communication for instance has been successful, in spite of adopting an opposite approach.


Uploaded Date:28 January 2020

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