One size does not fit all when it comes to building the right type of sales force for what you are selling; yet many professionals treat selling as a homogeneous skill set, expecting salespeople to be able to sell anything.
Or another fatal mistake is to assume that industry experience and knowledge alone is all that is required. For too many years sales managers have had industry experience as their number one selection criteria for salespeople. The problem with this is that they usually get the same old people with the same old ideas and the same old results.
The fact is we need to select salespeople to be fit for purpose.
We need to determine what we are selling first and to whom we are … read more by subscribing.
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