In Jill Konrath’s opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company.
But what they can’t get from just any vendor is the same sales experience, which is created by the sales rep.
This means salespeople have almost complete control of their own destinies. Instead of blaming poor numbers on a crummy product line, a bad month, being forced to work completely remotely, or less-than-stellar leads, failing reps might consider analyzing their processes and brainstorming ways to make them
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