Guest: Jerry Swain, a coach at CEO Coaching International. Jerry is a highly recognized, results-driven Chief Executive Officer with over 20 years of experience in executive leadership, planning, strategy, and business operations. He had a highly recognized career in sales management at IBM and other high-tech companies and was also the founder of a high-end specialty chocolate company that he later sold to a strategic buyer.

Quick Background: If sales are falling short, then your salespeople must be falling short. Right?

Only if you hired the wrong salespeople to begin with. Assuming you're putting a premium on matching top candidates to your company's specific needs, it could be your processes and training that need an overhaul.

On today's show, CEO Coaching International's Jerry Swain shares his four-step process for getting the best out of your existing salespeople and preparing your incoming wave of talent to hit the ground running.