10 - You think sales process is defining sales cycle phases/stages only

  9 - Salespeople spend too much time selling to the wrong title

  8 - Your ‘elevator pitch' varies from salesperson to salesperson

  7 - It takes way too long for a new salesperson to make quota

  6 - Your sales meetings are ‘status updates' not ‘sales coaching/strategy' sessions

  5 - Most of your deals are discounted and a lot of services are given away

  4 - You ‘handicap' salesperson forecasts bec they are based on opinions not activities completed

  3- Only half your deals close as forecasted

  2 - 20% of your team brings in 80% of revenue

  1 - When YOU get involved in a deal, you usually win it

By Saman Haqqi