This post, the first of a four-part series, is also part of the HBR Insight centre Growing the Top Line.
Ask 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. Yet even in these difficult times, every sales organisation has a few stellar performers. Who are these people? How can we bottle their magic?
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.
We now have an answer, which we’ve captured in the following three insights.
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