I hear it over and over again – “my sales staff isn’t making their numbers.” It is said as if they are on an island by themselves and failing no less. Salespeople are expected to have a gift and perform the mysterious task of selling the product. There’s nothing magical about sales – save for where the passion for doing it comes from. It is a task that most people would rather chew their arms off than do. Sales are all method and strategy – two things that need support – rigorous, focused, evolving support. If you support your salespeople with good materials, expectations, and alignment – then the feedback salespeople bring back to you can be as useful as any. It is simple – If you don’t support your salespeople – they can’t do their jobs. When someone tells me they have the “wrong salespeople” I ask them what they’ve done to understand what’s missing.