As a salesperson, your job is not to make sales. Let me repeat that (with some emphasis). If you’re in sales, your job IS NOT to make sales. Over the last couple of years, I’ve interviewed hundreds of salespeople as part of our Revenue Acceleration Assessment program. When I talk with them about how they see their role, they commonly respond with answers like “my job isn’t to sell, it’s to solve problems,” and those who do feel as though their job is to sell they virtually always add “but only...
