If you've ever scratched your head wondering why a salesperson turned out to be a poor performer, Blueprint of a Sales Champion provides the reasons why and the solutions for avoiding those recurring frustrations.Divided into two parts, the first section details the model itself - The Blueprint - and what a Sales Champion looks like. The second section puts the model to practical use in the real world.Whether a sales organization needs to hire new salespeople or develop existing ones, Blueprint of a Sales Champion shows a completely new methodology for addressing performance.The book is fundamentally about human performance. Collectively measuring behavior style, cognitive structure, values structure, and selling skills is the only way to determine a salesperson's true capacity to perform in a sales role.In an easy-to-read style, Blueprint of a Sales Champion unlocks the mystery and confusion sales leaders have been unable to figure out for decades.
If you've ever scratched your head wondering why a salesperson turned out to be a poor performer, Blueprint of a Sales Champion provides the reasons why and the solutions for avoiding those recurring frustrations.Divided into two parts, the first section details the model itself - The Blueprint - and what a Sales Champion looks like. The second section puts the model to practical use in the real world.Whether a sales organization needs to hire new salespeople or develop existing ones, Blueprint of a Sales Champion shows a completely new methodology for addressing performance.The book is fundamentally about human performance. Collectively measuring behavior style, cognitive structure, values structure, and selling skills is the only way to determine a salesperson's true capacity to perform in a sales role.In an easy-to-read style, Blueprint of a Sales Champion unlocks the mystery and confusion sales leaders have been unable to figure out for decades.
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