Back to Sales Basics

Think salespeople—even those who have been in sales for a while—have at least the basics down cold? Think again. On average, fewer than 20 percent of salespeople demonstrate basic skills, such as the ability to draft sales plans, prospect, or make cold calls, says Kendra Lee, president of KLA Group, a sales consultancy based in Denver, and author of a book about sales skills called Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need. Lee's research shows that only one in 10 sellers "has business generation down pat," she says. ...Read Full Article

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