In December, I shared some highlights from a study conducted by the Harvard Business Review on successful salespeople. In it, I promised to share my thoughts, so here they are. The study finds that only about 37% of salespeople are consistently effective. No surprise here. When I speak with CEOs I share the fact that 60 – 70% of salespeople in business-to-business (B2B) sales are incapable of effectively implementing the behaviors needed to sell profitably today. I can live with HBR’s finding...
