How can I get greater productivity out of my sales people? In one form or another, that’s a question every owner and sales manager ponders regularly.

As a sales trainer and consultant, it is the basic question that I confront. And it is the underlying question behind every attempt to train sales people. Investing in training and developing your sales people is always a good idea. But it isn’t the entire solution for many organizations.

Often, enormous improvements in sales productivity can be achieved by sharpening the structure of your sales organization.