It happens every day in sales organizations: a salesperson, in danger of missing quota, is implored by their manager to increase their sales activity.  This is particularly true as more companies charge people in non-traditional sales roles with identifying revenue opportunities.

But the low level of activity isn’t the problem; it’s only a symptom of the problem. And most organizations aren’t going beneath the surface to understand what the real problem is.  What’s going on beneath the surface?

This paper explores:

• The real reason salespeople struggle to adopt a sales mindset
• Four profiles of salespeople whose beliefs and values are out of sync
• Tactics to help each profile overcome their obstacles
• Latest data on what separates top performers from the pack
• How sales leaders can remove roadblocks for their team