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The Art and Science of Selling

The Art and Science of Selling

The history of sales management is a history of two competing narratives about the nature of selling.

The first narrative is built around the concept that “selling is an art.” In this narrative, the activities of the sales professional are seen as essentially mysterious and tied to the basic personalities of the individuals involved. This narrative creates a management style that emphasizes personal development and sales managers are primar­ily seen as coaches and “people pickers” who can find the sales stars with the innate skill. (more…)