10/2/2023 0 Comments The challenger sale hbr![]() Every sales professional falls into one of five distinct profiles. ![]() We now have an answer, which we’ve captured in the following three insights:ġ. To understand what sets apart this special group of sales reps, the Sales Executive Council launched a global study of sales rep productivity three years ago involving more than 6,000 reps across nearly 100 companies in multiple industries. Who are these people? How can we bottle their magic? Yet even in these difficult times, every sales organization has a few stellar performers. Read the second, third, and fourth entries.Īsk any sales leader how selling has changed in the past decade, and you’ll hear a lot of answers but only one recurring theme: It’s a lot harder. ![]() The first article in a four-article series.
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