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Scientific Selling – Turn Your Sales Force Into ‘A’ Players | PROS

Every year companies pour hundreds of millions of dollars into sales force training and development. Leaders expect that by continuously training their sales reps on negotiation, sales excellence, presentation skills and selling psychology they will dramatically improve their sales force effectiveness.

To a certain extent they are right. But developing a sales force without proper segmentation work in the first place may lead to some level of frustration and a less-than-optimized outcome. In essence, a super sales rep in front of the wrong customer with the wrong price might not lead to a better outcome. Yet, every year, companies continue training their sales forces and avoid discussions on customer segmentation. This falls well in my definition of insanity!

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Scientific Selling: Turn Your Sales Force Into ‘A’ Players.

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