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Purposeful Selling Step #1: Know Thyself

“Knowing others is intelligence, knowing yourself is true wisdom.” -Lao Tzu, Chinese Taoist Philosopher (this is the 1st in a series of 7 steps)  When looking at the performance of a sales organization you need to consider several metrics. The goals and objectives set forth by the organization, and the characteristics and capabilities of the individuals doing the work. It’s not uncommon to see a mismatch in these metrics. Let me give you an example. ACME Corporation requires their salespeople cold-call 100 new prospects weekly. They have calculated that their sales funnel needs 100 calls that will convert to their desired number of sales. Upon closer review only 20% of the sales team reaches that number and the rest struggle. Why is that? The worst assumption made in Sales is that all salespeople are the same. Of course they are not. There are certain types of personalities who naturally work...
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  365 Hits
365 Hits