This is always a controversial subject between Salespeople and Managers. Both sides tend to have their own opinion and the debate can get heated and emotional. After being on both sides of desk for many years, here’s the best explanation toward a clear understanding and consensus.
Professional Salespeople work hard for their business. Based on strong competition and many worthwhile options placed in front of decision makers, there are few if any, so-called easy sales. It’s challenging for Salespeople to win business and even tougher to keep it. Close, trusted relationships are valued, yet they are not the only deciding factor in choosing who gets the order.
Dave Warawa, owner of PROSALESGUY TRAINING Inc.