Rich Moran is a venture consultant who has achieved a degree of reknown for his books of bulleted business advice.
His latest is called, "Nuts, Bolts and Jolts," and one nugget on salespeople rung especially true:
"The salespeople should be your organization's cheerleaders and optimists. If they're not, make some changes."
So true. When sales doesn't lead the charge, it is usually a sign of overly cautious, skeptical or downrighted jaded salespeople.
So much of the battle is won at the front lines, with sales finding a way to win the business, believing that the company is pre-disposed to win in the marketplace and believing that the solution delivered will take care of the customer.
Perception and being become reality.
