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No sales - no business. Weak sales – anemic business. Sales is the life blood of business. When sales aren’t what you think appropriate, how does a business owner or sales leader figure out why. This article provides the top 3 reasons, in priority order, sales teams don’t meet their full potential, and provides suggestions for resolution.

A very popular sales book on the market right now is The Challenger Sale by Matthew Dixon and Brent Adamson. Its popularity is based on two things. First, the theories in the book are based on a very large data set - the actual performance of thousands of B2B salespeople. Second, the theories break through traditional thinking about which type of salesperson performs best in a relatively complex selling environment.