"If I had four hours to fell a tree, I would spend the first three hours sharpening my axe."
- Abraham Lincoln

Is your direct sales organization too busy chopping wood to stop and sharpen their axes?

If your direct sales organization is not making their numbers, it is probably NOT because they don't know their product or industry. THEY ARE NOT IN FRONT OF ENOUGH SELLING OPPORTUNITIES.

Read this statement carefully....Salesmen LOVE to sell. They HATE to prospect. THE FRONT END OF THE SALES CYCLE IS KILLING EVERYONE! You/they must have 5X legitimate selling opportunities that are needed to make their quarterly numbers at the BEGINNING of the quarter to extricate yourself from the "quarter-end flail."

"Quick hit" in-and-out sales training programs offered by most consultants do not create permanent behavior change.

Change management with respect to sales process and personnel is a tedious grind. It takes special talent, time, and commitment to endure resistance and bring about desired change. Usually done best by an outside source.

No one has ever "budget cut" themselves into prosperity. Revenue from NEW CUSTOMERS is the lifeblood of business.

The only way to sell more, is to talk to more people who will benefit from your offer...PROACTIVELY. That will not happen with salespeople at their desks and/or waiting for the phone to ring.

It never works out the way it's forecast at quarterly territory reviews. You only find out how bad your sales forecast has been on day 90 of the quarter.

You realize that you simply cannot close 25-50% of the deals you are in front of....when YOU need them to close.

You will NEVER meet your numbers without an "end-of-quarter flail" until you get your sales force in front of 3-5 times the number of deals you need to close to make your numbers AT THE BEGINNING OF THE QUARTER.

The PMC Selling Process provides CEOs and business owners a means to escape this vicious circle. In 90 days we will help you transform your direct sales force into a demand creation engine that will enable you to make your quarterly sales numbers predictably.

See “The Direct Sales Process”