Focus Groups

If your employees -- especially your sales reps -- are not sold, how are they going to sell anyone else?

Your first sales are with your own salespeople, customer relations people, agents, distributors, store clerks and similar people acting on your behalf to make and keep customers. If they're not sold, you're dead in the water. If they are subtly undercutting your efforts, they will put up all sorts of smokescreens, blaming the lack of sales on everything imaginable, doing a lot of damage before you penetrate the fog.

You must continually keep track of what's really on their minds. You are at their mercy.