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Are You Actually Selling or Just Taking Orders?


Photo of late actor Walter Matthau from movie The Taking of Pelham 123
Is Your Sales Team Really Selling or Just Taking Orders...Be honest!

I recently worked with an SME client to identify why there was a lack of sales in the pipeline (we’ll call them Company X ). It would be rude to actually name them plus X is more engaging and less pretentious than “confidential.”

Everyone's Busy

X’s revenues were lower than usual and they had no real idea as to why. Everyone in the company was "busy" (aren’t we all?) and there was no obvious sick-leave issue. So, I asked to see a copy of their 90-day rolling sales forecast, which took them a while to locate (an issue all of its own).

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