Companies put so much focus on the "what" of selling by rolling out methodologies and CRM systems.  But when you ask sales people to change behavior, and we know how much of a behavioral change is required with sales methodologies and CRM systems, they ask 3 questions:  1) why? (how does it impact my wallet); 2) what?; and 3) how?

Jim Dickie from CSO Insights is joining me for a discussion today in the latest installment of the Kadient Sales Effectiveness Webinar Series to talk about the "How" of selling, drawing on the findings and recommendations from his lates Sales Performance Optimization survey and report.

If you look at the data, the math doesn't work.  Sales reps are underachieving, a small percentage of reps are pulling in most of the revenue, sales turnover is high, ramp up times for new hires are too long,   Add to that the growing dissatisfaction that buyers have with sellers who don't meet their information needs, and this is not a recipe for success.

I'll be talking about how playbooks are a much better way of coaching sales people on the "How", and showing our Clear Path to Success methodology for getting companies through the stages of maturity in managing sales knowledge.  We'll be posting answers to all the questions that get asked here, so check back.  Post your own questions for Jim and I and share your opinions here.