Smart Sales: When Sales 101 Isn’t Enough
Reps who lack advanced selling skills are at a major disadvantage. When you think about it, we’re all after the same goals—winning more business, sooner, and at higher contract values and margins. To that end, it appears there’s no shortage of sales training programs for companies seeking to improve their teams’ selling capabilities. Yet with most companies we’ve worked with or researched, there are distinct gaps among the skill sets of their salespeople. They’re well equipped to carry out certain tasks, but woefully unprepared for others. Read More at ManageSmarter.com
