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Faced with the pressures of growing in today’s globally competitive market, company executives are starting to look to their sales force to drive enterprise value, in the same way as engineering, manufacturing, finance, operations, and marketing teams. That is, executives wish to elevate the sales profession and contribution towards growing their company and winning market share above and beyond what is possible through their product, price, and brand. Yet, this potential is not realized because high performance selling is not tangible, not often analyzed in MBA programs and research, and therefore not understood by senior executives.
Having been in the sales training business for more than 30 years, we have seen all manner of sellers; strong performers, average sellers, and those who just don’t make the grade. But behind all of this has always been the debate as to whether sales is an art or a science, almost to suggest that for some, sellers are born and not made.
In today's hypercompetitive marketplace, having a Compete Sales Strategy is essential to your success. Relying on the value of what you sell is simply not enough. Sellers must change their focus, with new concentration on developing relationships and recognizing influence, in order to outfox the competition.