Boards of Directors and business unit managers of larger companies are often too far removed from their sales activities . Also, they are insufficiently involved in improvement programs. Almost always they see negative market trends to late arrive and have to later intervene in the organization.
Lack of understanding
An English study shows that less than 10 percent of top managers real experience have in sales and business development . Therefore, in many cases a lack of understanding how to market efficiency and effectiveness can be increased .
Moreover , too little management involvement in processes and programs aimed at sales improving and sales performance . Top teams of organizations have not adequately contact and are at too great a distance from local sales .
Source : Roeland van Delzen , managing partner of Coach & Commitments
Geen opmerkingen:
Een reactie posten