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What great reps need to succeed, according to the authors of a new book on sales effectiveness
April 28, 2011
The authors of Strengths Based Selling tell how even great salespeople need self-awareness and support, how salespeople can develop their talents and strengths, and why flawed thinking about the sales process inspired them to write their book.
What are the strengths of salespeople, and how can organizations develop them? What do great sales managers do differently? The authors of Strengths Based Selling tackle these and other matters, including: why money is overrated as a motivator.
Though sales has traditionally been a single-player game, team selling is becoming more common. Here's how a well-designed team can offer more talents, which makes meshing with clients and meeting their needs smoother and more efficient.
In a business world in which clients have many choices and products aren't often sharply differentiated, customers demand strategic thinking, emotional connections, and critical information. Providing that mix demands all of a sales rep's talents.
