From the course: Leading with Purpose
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Purpose in sales
- Only 3% of people think that salespeople are trustworthy. On a national survey, salespeople scored lower than lawyers in terms of trustworthiness and only just a hair above politicians. This is a heartbreaker. You know, sales is one of the few professions where we allow the worst people to define the entire profession, but a lot of the negative perception about sales is actually the result of poor sales coaching. Here's a typical sales leadership coaching scenario. The rep has a deal in the pipeline and what does the manager usually ask? When are you going to close it, and how much is it going to be? End the story. Now, this approach has everything to do with internal metrics and nothing to do with the impact on the customer. But what would happen if the manager asked, how would this customer be different as a result of doing business with us? That question starts an entirely different conversation, and it sets the rep up for more competitive differentiation. I first discovered the…
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