One of the favorite “Consultants” solutions to build sales force productivity goes like this: Study the techniques of your “A” players, your superstars (the top 20%). Identify the techniques they use. Then, train the rest to use these winning techniques. They typically offer case studies and examples. So let’s test this sales myth with a little common sense and basic sales math. (more…)
There has been a great deal of research and discussion in the field of Industrial/Organizational Psychology on the topic of broad versus narrow traits in predicting outcomes. (more…)
Next time you’re at a sales meeting, look at the salesperson to your left and then to your right … in 5 years one of the two won’t be in sales anymore. Of the approximately 1.9 million salespeople in this country, nearly half will be replaced by alternative channels between buyers and sellers. So predicts Neil Rackham, perhaps the world’s most preeminent sales researcher today. (more…)
