I'd like to see salespersons focusing on better serving their customers.
That means:
1. They should make sure that they sell something that really adds value to their community.
2. They should develop the skill to understand the needs and expectations of their community
3. They need to gather the power to force improvements in the products or services that they represent.
In short, a salesperson is a smart link in a community.
Fungus
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I agree with you on all three counts. Salespeople will do well to hone their listening skills and be great observers of the people and markets they serve. The sense of service is central to going from good to great. A few years back we were part of a study for an automobile company. From short interviews, we had to check for several practices that made salespeople high performers. An attitude of service, beyond just the sales relationship was a big part of success. Great sales execs would go out of their way to be of service, even with things not related to closing the sale!
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