Does your sales organization need to: 

v     Identify all of the key buyers involved in a complex sale?

v   Develop a strategy to get access to and to understand the needs of each of the key buyers?

v   Ensure that on each sale, they have a strategy for the final approver (Economic Buyer)?

v   Understand the particular needs of the highly influence buyers and connect your solution to them?

v   Develop multiple coaches on each sale?

v   Articulate the customer’s buying process?

v   Develop an action plan based on what is most critical to do not what is easiest?

v   Improve their funnel productivity?

v   Walk away from marginal deals?

In other words, replicate the behaviors of your high performers?