Lack of sales training is a leadership failure

What would your advice be to a business owner given the following circumstances?

• Their business model has a disproportionate amount of dependence on their salespeople (Not only do they depend on the salespeople to generate revenue; they depend on them to maintain the revenue).
• The salespeople receive a significant share of that revenue as compensation, which means the business owner has to ensure a way to generate some level of ROI for themselves out of this big investment.
• To get that ROI the business owner depends on the sales people to behave and compete in effective and efficient manners.
• The business owner does not provide any training to teach and enforce said behaviors for their producers.

Doesn’t take a rocket scientist to figure out that this business owner needs to start training his or her sales people, does it?!

I have the privilege of traveling around the country and speaking to various groups. It’s rewarding on so many levels, not the least of which is that I get to hear/witness firsthand stories that fuel my optimism for our collective future.