How you can help your sales people get better results.

November 22, 2010 at 5:23 pm Leave a comment

Based on an article for the Harvard Business Review, 12/2010
by Lynette Ryals and Iain Davies, illustration by Open, NYC

“CEOs are investing more than ever in their sales forces, but results aren’t improving. To understand this disconnect, (the authors) observed 800 sales professionals in live sales meetings. (They) discovered eight sales types. The bad news is that only three of them—accounting for a mere 37% of sales people—were consistently effective. What’s more, some of the behaviors of the remaining 63% actually drive down performance. But there’s good news, too: The eight types represent behavioral tendencies, not set-in-stone personalities. Managers can effect changes in their current salespeople and recruit better team members in the future if they understand the eight types.”

See 9 slides that represent their findings then
come back and share your thoughts.

Entry filed under: CEO coach, coaching, sales.

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