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Mythbusters: How Major Sales are Really Made

Admin Greg

Senior Member
Staff member
Apr 13, 2004
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Prior to Project Sigma, virtually all sales research was conducted via interviews or questionnaires. Researchers had never been enlisted to actually observe and analyze sales calls to find out what successful sales representatives were doing that mediocre reps were not. A company might hire two new salespeople, with similar backgrounds and comparable experience, and send them through identical sales training, only to find that they achieved drastically different results.

http://www.eyesonsales.com/articles.php?a=465
 
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