Most of the really good salespeople that I know, don't actually sell. It's just what they do, and I'm not sure that it can be taught. For the top salespeople with whom I currently work, they rarely think about what they are doing and just got on with their relationships and solving problems. Also, by observation, there is an inverse correlation between using Salesforce or another CRM and success in sales. Organizing the thing isn't the same as doing the thing.
Two other factors - in many sales organization, the incentive process creates a level of anxiety that is relieved by success defined as being in the special club or other recognition. And the cycle of anxiety and resolution repeats annually. The other factor is the psychology of scarcity that seems to inflict so many salespeople, i.e., last year was too good that I can't repeat it.
Beautifully said and very well articulated. Become whole now not in a nebulous future.
Yes
Most of the really good salespeople that I know, don't actually sell. It's just what they do, and I'm not sure that it can be taught. For the top salespeople with whom I currently work, they rarely think about what they are doing and just got on with their relationships and solving problems. Also, by observation, there is an inverse correlation between using Salesforce or another CRM and success in sales. Organizing the thing isn't the same as doing the thing.
Two other factors - in many sales organization, the incentive process creates a level of anxiety that is relieved by success defined as being in the special club or other recognition. And the cycle of anxiety and resolution repeats annually. The other factor is the psychology of scarcity that seems to inflict so many salespeople, i.e., last year was too good that I can't repeat it.
Such an important yet difficult transition to make.