Is your sales system clogged with accumulated gunk?
Recently, one of the salespeople with whom I was working with just happened to mention that he often obtained demonstration samples by coming into the office, visiting the warehouse, opening a box of the product he wanted to sell, taking one out, and re-closing the box.
As you can imagine, this gave the warehouse manager fits. However, there were more consequences to this practice than a furious warehouse manager. This is an example of sales system gunk!
What’s gunk? It’s any practice that detracts from the salesperson spending time with customers.