“We are so mired in transactions that we cannot lift our heads to do any planning. Sadly, the lack of planning is hitting us hard. We are all running like crazy, and I know that we will break down sometime .”
“In mid-market we have 70 accounts per rep, and given that these are mostly net new accounts, we do not know where to start. This inability to prepare and plan in order to execute is immobilising our teams and draining their motivation .”
“We want our territory managers to act more like general managers for their territories. We want them to become more strategic, embrace marketing and engage competition. Skimming lowhanging fruit is no longer an option.”