The success of a sales team are dependent on the people who constitute it.
In the end, it always comes back to this. What is the point of long “thought-out to the slightest detail” strategies if the carrying out is sloppy and performed without any enthusiasm?
Training is important, but cannot be deemed sufficient if limited to the usual programs executed with no link to reality, and no connection to daily affairs.
What makes a difference is the commitment of managers, a permanent demonstration of a behavior that encourages teams to professionalize themselves without being forced to do so.