As a recovering sales executive, I was very interested in this quote from a recent Harvard Business Review article, reviewed in the attached (short!) video. (First in a series of three on this topic.)
“Most reps rely on a customer to coach them through a sale; star reps coach the customer.” (“The End of Solution Sales”, HBR, August 2012)
Stay tuned for several more posts in this series which will investigate the impact of emotional intelligence, questioning skills, and listening skills, on the performance of what they call the “new sales stars”
Let us hear from you!
- If you are coaching sales people, are you seeing this trend?
- What are you doing to help your consultative sales people stay at the top of their game?