What does your sales team do that creates value for your customers outside of the products and services you offer? Have you ever considered this question? If not, chances are that one of your competitors has. Are your markets more competitive than they were just 2-3 years ago? What will those markets be like 2-3 years from today? Will they be more or less competitive?
Customers have redefined what they value in their relationships and interactions with sales people. Whether you are selling very complex products and services or processing simpler transactional sales... the bar has been raised relatively across the board for all sales people. Now more than ever sellers must uncover the real needs of their customers so that they can understand how they might be able to best help them... our products and services were created to help you build your overachieving sales teams.