Comments on: 5 Whys Applied to Why Companies Don’t Get Results from Sales Training http://www.salesperformance.com/5-whys-applied-to-why-companies-dont-get-results-from-sales-training How to make your company's sales funnel flow faster through sales process improvement Tue, 10 Jan 2012 09:04:57 -0600 http://wordpress.org/?v=2.8.4 hourly 1 By: Daniel Zamudio http://www.salesperformance.com/5-whys-applied-to-why-companies-dont-get-results-from-sales-training/comment-page-1#comment-808 Daniel Zamudio Fri, 15 May 2009 01:10:15 +0000 http://www.salesperformance.com/?p=1917#comment-808 Michael, Here is my perspective - the reason that companies have not done this is because SFA/CRM systems, which should be the primary means of enabling sales management to define, execute and analyze their sales process into observable characteristics, causes and effects are ill-suited to the task. Training managers on how to better define and implement sales process is essential but without the tools to help them do it, even the most expert process-oriented sales leader is hamstrung. Dan Michael,

Here is my perspective – the reason that companies have not done this is because SFA/CRM systems, which should be the primary means of enabling sales management to define, execute and analyze their sales process into observable characteristics, causes and effects are ill-suited to the task. Training managers on how to better define and implement sales process is essential but without the tools to help them do it, even the most expert process-oriented sales leader is hamstrung.

Dan

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