The Missing Driver of Sales Excellence

OK, sportsfans, what is it?

I have to confess I missed it when I read the headline.

The missing driver is ‘┬álistening to the market’. This is interesting, because when we do sales consulting, the missing driver is often accountability.

But, it’s a valid point: salespersons usually will find out from customers what you could be doing better or differently with your products or sales. Usually after they’ve just lost a sale.

www.salesbenchmarkindex.com says they have a Sales Leaders Listening Tool. From looking at the first three items, it might be worth giving them your name, position and email address. Interestingly, I didn’t see ‘listening’ as one of the top 3 attributes; not just listening to the market, but listening in general.

Check it out.

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