In the good old days, when selling was so much simpler, it was widely put about that sales success rested on the “three Ss” of good selling:
Selection: recruiting really high-potential salespeople
Strategy: helping them make insightful sales plans for each account
Skill: teaching them how to make effective sales calls
If you could get those three things right, then you had all you needed for a world-beating sales force.
At a conference in Europe last year, someone asked me whether I thought the three Ss still applied to the much more sophisticated sales environment of today. I answered that, yes, selection, strategy, and skill remain valid predictors of sales success. Really good people are still scarcer than gold, and if you can ...