Poor decisions by sales leaders could be hurting your company, writes Mark Synek. For example, your business might be in trouble if leaders are too attached to the current structure of the sales organization or if they fail to study the behavior of your buyers.
"Without researching how customers make a purchase decision, your sales force could be misaligned," Synek writes. "They sell one way—your Buyers prefer to buy differently."
Learn more at Sales Benchmark Index's Sales Force Effectiveness Blog.