Mythbusting For High-Performance Selling

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Nicholas Read

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Evidence from a million minutes of sales coaching contradicts some common beliefs about sales performance.

Researchers recently completed a significant study in which regular coaching sessions with salespeople and their managers were run in Europe and North America over a two year period.

The goal was to focus on a specific skill, coach the seller to master it, listen for evidence of it being applied in subsequent customer calls, then track its impact. This was repeated across multiple skills.

After a million minutes of coaching and analysis, a statistically significant milestone was achieved and variations no longer appeared in the data. The study busts six common sales myths that any sales professional, sales leader and CEO should know. Download the quick e-Guide to learn more.