The Productivity Problem No One Talks About:

Let me tell you about a conversation I had last month with the owner of a golf car dealership in Florida. Nice guy, runs a solid operation, moves a decent number of units every year. We were talking about his sales team, and he said something that stopped me cold:

“George, I don’t understand it. My guys are busy all day, every day. They’re constantly running around, taking calls, and meeting with customers. But when I look at the numbers at the end of the month, I can’t figure out where all that activity went. We’re not closing the deals we should be closing, and we’re definitely not capturing the commercial accounts that are out there.”

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