Professional Selling – Will it Soon be the Survival...

 
In recent weeks, I have been discussing the future of professional selling, and amongst other predictions, I have suggested that in my humble view, within five years, just 5% of external salespeople will remain.
It will therefore come as no surprise that I have received a number of emails asking if I will clarify what these survivors will look like, what will be their characteristics, and what will differentiate them.
Over the past twenty years I have trained, developed and mentored almost one hundred  thousand sales professionals - from foundation right up to “master craftsman” level -and I think this has given me a unique opportunity to formulate an accurate profile of a “Top 5% Achiever.”
So What Is It That Top 5% Players Do?
They:
o Position themselves with the real decision-makers… continue reading