Matt dixon the challenger sale11/27/2023 Second, one of these profiles performs dramatically better than the rest while one consistently comes in dead last. What we found may be the biggest shock to conventional sales wisdom in decades.įirst, all salespeople fall into one of five statistically derived profiles. Rather than focusing the sales conversation on features & benefits. To better understand what sets these successful sales reps apart, CEB launched a global study of sales rep productivity involving more than 30,000 reps across hundreds of companies around the globe.Ĭhallengers teach their customers. Who are these people? What’s the key to their success? How can we bottle their magic so that others can improve their own performance? Yet even in these difficult times, every sales organization has a few stellar performers. Ask any sales leader how selling has changed in the past decade, and you’ll hear a lot of answers but only one recurring theme: It’s a lot harder.
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