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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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! I participate in the Question and Answer forum and in sales groups on LinkedIn with great regularity and enthusiasm. One question theme that comes up again 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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