Today's top sales performers are challengers
What makes a top sales performer in today's business environment? It seems that traditional "relationship" or "solution" selling behaviours are past their prime. Extensive research conducted by the CEB and published in "The Challenger Sale" has highlighted the common characteristics of todays' top sales people.
In a risk-averse world where customers are struggling to buy complex solutions every bit as much as much as sales people are struggling to sell them, a minority of sales people are managing to dramatically outperform their peers - by challenging their customers to think different.