CHAPTER 8
The Trouble with One-Size-Fits-All Sales Talent Deployment Is That One Size Does Not Fit All
Simple observation: Many sales organizations’ sales problems are really more of a talent problem. It’s not just that they don’t have enough top producers or true salespeople; it’s that they haven’t done the hard work to truly define the sales roles in their business.
A salesperson is not a salesperson is not a salesperson. There are as many types of sales roles as there are colors of crayons. The territory manager. The servicer. The inside prospector. The outside big game hunter. The route guy. The sales engineer. The industry specialist. The pure business development person. The merchandiser. The account manager. The retail floor person. The ...
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