Defying Pareto: Refuse to accept the mediocrity of the 80/20 rule

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 6 –…

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There is no “sales personality”, so what is there?

The idea of “the sales personality” is one of the hottest topics I see.  Of all the blogs that I write, all of the comments that I make on LinkedIn, and all of the discussions that I have about sales – topics that address sales personality are the most contentious.  More people find my blog…

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Can you test for a sales personality?

Is there a correct personality for sales? As I have posted before, my experience indicates that sales is a skill set which can be learned. As for personality, if we could plot personalities on a bell-shaped curve, those at the extremes would probably have trouble with any job, including sales. Otherwise, people of all personality…

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A crisis-borne opportunity: Upgrade your team!

If there is one expression that truly embraces the spirit of optimism, it has to be this one: “when life gives you lemons, make lemonade” All over the developed world – from Greece to the US to my country of residence, Hungary, the lemon-du-jour is the economic crisis.  It is not small thing.  People are…

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The best personality type for salespeople is……

People find this blog a lot of different ways.  One of them is through a Google search on various search expressions.  Of all of the concepts that people search for on Google and which leads them to this blog, the one that comes up the most is the idea of sales personality. As I have…

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Salespeople versus sales process

I am a somewhat (and increasingly) active member on LinkedIn. I recently saw a profile there for a person who is in a similar line of work as mine – working with sales organizations to improve effectiveness, one way or the other. His way struck me as a hard way to get from point A…

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Do you have the right personality for sales?

WARNING: This post is a bit of a rant – if you are feeling a bit squeamish at this moment, you may want to read this post later! NOTE: You may be interested in the free eBook “The Myth of the Sales Personality”. Visit http://davidmasover.com/ebooks/ to download it now. I participate in the Question and…

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Why do athletes make great sales people?

I was asked this question at a recent seminar. It is a question that comes up a lot. In many sales organizations, one may see former athletes in sales roles, and wonder if there is a connection. In my experience, there is. If you have ever considered yourself an athlete, then you know how it…

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