If we truly want to drive more predictable sales results, we have to start by addressing the cultural issues within the organization. (Photo: Bigstock)
Sales results are all too often a point of contention for organizations, and insurance agencies in particular. And sales goals are usually some function of just putting out a number to make the accounting department go away.
There is a rarely a plan for how these pretend goals are actually going to be met. Finally, the accountability for following the pretend plan to hit the pretend numbers is non-existent. And yet we still wonder why we rarely hit sales goals.
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