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The major reason sales team members fail is the wrong mindset for selling. They are “social sellers”, wanting to make friends, vs. “business sellers” – wanting to earn the right to profitable business.
If sales team members don’t have the right mindset, much of sales training and development will fail – as the sales team member is fighting him/herself.
Most sales team members must receive mindset training, in conjunction with skills training.
For a brief video on the salesperson as hero, please click below:
For a brief video on why best efforts fail, please click below:
For a brief video on business vs. social values, please click below: