The pursuit of a sale through to success is a mix of people, processes, and the product itself. Without a good product, great success cannot be achieved, though many have tried. Without good salespeople, products can sell but not as well, not as efficiently, and not for the margins one would like. Without a process, there is no control over the sale and no insight to give the company the confidence to build more, develop new, and continue with the current.
Of all these, however, people are the single greatest asset to sales success and the area that requires more focus than any other. According to American Major League Baseball player George Herman “Babe” Ruth:
The way a team plays determines its success. ...
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