White Lake Consulting is uniquely qualified to apply the lessons learned over 5 decades of sales and applying cutting edge technology to address the issues facing sales organizations today.

There are some trends that have fundamentally changed the way sales teams operate. Remote salespeople—the COVID 19 pandemic fundamentally changed the way sales teams operate.  There used to be “bullpens” where salespeople would make calls and one of the criteria for hiring was a local presence.  Now, sales teams are spread out around the county.  …

In the 1980s, we had quotas just as salespeople have today.   There have always been rankings that would give reps incentives to sell more.  One company had a bulletin board near the employee entrance showing the rankings, including a happy or sad face next to each name!  The sales managers were usually experienced, successful…