The Key to Sales Success: Great Salespeople Can Be Made
Organizations with high-touch products and services experience the highs of fiscal glory generated by great salespeople and the painstaking impact of salespeople who simply do not produce. Of course, every organization is looking for the golden players, the salespeople who possess each and every characteristic that has been deemed crucial for stellar sales performance. And as such, researchers and consultants by the droves design and conduct studies that seek to identify the true key components of a successful salesperson. Armchair theorists write papers and publish articles on sales success, often drawing on years of experience working with sales teams and observing certain types of individuals move up the ranks. Successful salespeople themselves are abundant and, using their own experiences and self-perceptions, they often attempt to put on paper the characteristics that have enabled them to find success in a sales career.