This is an understandable question because many business leaders don’t realize the issues hindering revenue goals are more about the leadership and structure of their sales organization than a lack of industry knowledge.

We can further muddy the waters by comparing the performance of seasoned salespeople with decades of industry experience to salespeople who have less experience but are highly capable. Of course, veterans know the ins and outs that only experience can tell, and have a keen understanding of the product. However, this comparison can give too much importance to experience and overlook the value of other success factors such as process, motivation, technology, discipline, and accountability.

If it takes decades to mature your sales reps, then how does an organization effectively scale? My experience has shown me that when you are missing revenue goals, knowing more about the industry isn’t the answer. If all you needed was industry knowledge to fix your lagging sales, then the group of industry-knowledgeable people you’ve assembled would have solved your selling issues already. Sales require salespeople to be knowledgeable about more than just their product and their industry. They need to be able to understand their customer’s business, what their pressures are, and how their product can help solve those pressures.

We are successful at helping businesses transform their sales results because we are effective at diagnosing and solving ‘industry-neutral’ sales problems. This isn’t done in a vacuum. we blend our executive sales and sales leadership skills with your industry experience to create the right solutions for each unique environment.