Is Sales Art or Science?
This is a commonly asked question.
Many organizations have worked hard to identify top sales talent who many at times fail to perform in a given environment.
The cause of this could be a few but the 2 main reasons are:
1) The person: Inability of the person to quickly adapt to change and fit into a culture which may be complex and heterogeneous which involves processes, tools, teaming etc, which is the world today.
2) The lack of a process/ Method: Most companies depends largely on the ability of a few successful salespeople but fail to understand that a robust process which includes Business plans, Territory plans, account plans supported by a clearly defined process for cadence and pipeline management.
The first issue is to do with Human resources and is best left to those experts who can help hire the right people for the right job.
The Second one is what we at DealsInsight can help your organization with.