The purpose of this paper is to examine sales as a management science and discusses ways to improve the sales profession based on recent research.
The paper reports the results of a global research study examining the different stages of sellers and what they must do, at each level, to win larger deals.
Based on a 12-year global study of over 28,000 B2B sales professionals and 50,000 competitive deal reviews, Holden categorizes sellers along a Four Stage Model of Sales Proficiency. Additionally, the paper suggests ways to update a company’s sales infrastructure to give sellers an advantage in today’s competitive global market.
Using Holden’s proprietary research, this paper offers real-world sales advice for organizations and sales professionals to succeed.
© 2016 Jim Holden and Holden LLC
Holden, J. (2016), "Elevating the sales profession: what sellers crave and sales managers need for success", Industrial and Commercial Training, Vol. 48 No. 4, pp. 194-198. https://doi.org/10.1108/ICT-12-2015-0081Download as .RIS
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