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نمایندهی فروش
Today you'll often hear customers say, "I have a great relationship with this sales rep but I buy from her competition because they provide better value."
Staring directly into the teeth of the toughest sales environment in decades-if not ever-a small but uniquely gifted number of sales reps were selling.
It was into this environment that the Sales Executive Council (SEC)-a program within the Corporate Executive Board-launched what has become one of the most important studies of sales rep productivity in decades.
Tasked by our members-heads of sales from the world's largest, best-known companies-we set out to identify what exactly set this very special group of sales reps apart.
And having now studied that question intensively for the better part of four years, spanning dozens of companies and thousands of sales reps, we have discovered three core insights that have fundamentally rewritten the sales playbook and led B2B sales executives all over the world to think very differently about how they sell.
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