What Your Best Salespeople Can Teach You – Harvard Business Review

What Your Best Salespeople Can Teach You – Harvard Business Review:from 3forward by Matt Smith

 Building Winning Sales Teams

“We recently blogged about the importance of knowing what characteristics (innate traits and abilities) and competencies (learned skills and knowledge) salespeople need to be successful. But how do you identify which attributes (characteristics and competencies) belong in your sales success profile?
Perhaps the best source, and one that is too frequently overlooked, comes from within your own sales force — your best salespeople. These members of your sales team are very likely to possess the characteristics and competencies that belong in the success profile. The challenge is to identify who those sales team members are, and to isolate and classify the attributes that drive their success. Then you can align your hiring and development programs accordingly.”  READ MORE
Source: Harvard Business Review