© PERFORMANCE PRACTITIONERS LIMITED2
Summary of research findings conducted by Nightingale Conant
A Poorly Defined Sales Process, which Dilutes Sales Revenues
Lack of Essential Skills, which Leads to Below AveragePerformance and Consequently Below Average Sales Results
Failing to Focus Salespeople’s Activity, which ReducesEfficiency and Consequently Reduces Results
Allowing Self-Limiting Beliefs to Constrain Salespeople’sPerformance, which Limits Sales Results
Failing to Choose and Develop a Sales Leadership Teamthat Nurtures and Develops their Salespeople’s Potential,which Decreases Sales Results
Written & Produced by:
Vice President,Think Training Inc.
CRSP, President,United Professional SalesAssociation
Director, Organisation andLeadership Development,Barclays Group
Global Competenceand Learning Manager,Shell Lubricants
Director, Learning andDevelopment, FinancialMarkets, ABN AMRO Bank
Vice President of Development,Think Training Inc.
President, Nightingale Conant