The problems I need to articulate to the VP of Excellent Coaching and Results are a combination of:
1) My guys aren't rainmakers, they're comprised of guys the VP of EC&R likes and industry reps that weren't rainmakers when they were selling for our competitors.
2) My guys aren't being properly mentored, trained/developed to be better closers by our leaders.
3) Our incentives and measurements are not appropriately aligned to increase success on closing new business. There are no quotas/expectations, and no variable compensation incentives based on performance.