Sales results are about two things: Sales performance and sales productivity. In order for us to get performance (the right wins) and productivity (the amount of wins to meet plan) it starts with hiring the right people.
As in all professions, sales techniques continue to evolve and adapt to the nature of the times in which we live. Great service, good pricing and loyal relationships have become yesterday's sales standards.
To my mind, sales people were slick, oily and unpleasant. They traveled with an overnight bag filled with Hermès ties and carried a slight odor of sulfur. These days, I can give you thousand reasons why I love sales people, and why you should too.