Most sales executives will sell whatever they can, but are they coming home with the right kind of work? Do some sales executives waste time on selling unprofitable work or work that doesn’t fit? Could their effort be better devoted to selling a product or service mix that contributes in a better way to profitability and equipment loading?

This is where Sales Leadership comes in. Account reviews are critical in establishing direction on where a sales executive should be spending their time and what they should be working on. In a collaborative way, a sales leader will learn about customer and market needs while the rep will better understand selling in an aligned way, that achieves company objectives.