Guest Column | September 13, 2011

Do You Have A Hole In Your Swing?

By Jim Nash, DCIG Inc.

Like some of you I have spent a good portion of my career as a turnaround guy for sales forces. Without fail I have found that many sales people or channel partners were ill equipped to hit the ball out of the park on behalf of the company. They were decent salespeople for the most part, and knew the product, but had a difficult time educating all levels of the organization that they were selling to and because of that lack of success I looked at "sending them down to the minor leagues".