Symptoms of a Sickly Salesforce

• A costly, and often disruptive, lack of alignment between sales and marketing
• Deploying scarce and expensive sales resource on the wrong prospects
• Insufficient prioritisation of key accounts
• Lack of structured account planning 
• Price-obsessed and missing opportunities to sell added-value
• Under-exploited market opportunity to differentiate through superior selling
  • In particular more focus on better articulating the company’s value propositions
• Competitors dictating the rules of engagement too often
• No qualitative assessment of important business relationships
  • Too reliant on traditional subjective evaluation
• 'Management by results’ instead of focus on sales activity management
• Lack of quantitative sales performance indicators
• Inappropriate, incomplete (or non-existent), product-oriented value propositions. Not focussed on business needs of customer.