Dysfunction Junction, What’s Your Function?

Reading the Sales Improvement Analysis by Graham Roberts-Phelps & Associates got Naviga Partner and CEO of Meeting to Win, Jill Myrick thinking about the dysfunction salespeople continue to live with daily. In their analysis they share “12 key elements to analyse that will lead to sales improvement”, none of which she disagrees with. What’s funny about this is that many of these are self-inflicted by a dysfunctional way of managing sales and salespeople. She doesn’t have all the answers, but she has challenged her readers to meet at “dysfunction junction” and has pushed them to reduce at least some of the dysfunction for the good of all, including those sales results.

So, what can sales leaders and salespeople do about this dysfunction?