While as children most of us engaged in some form of role play, sales has managed to turn this experience into an awkward, high-pressure test of a rep’s ability to correctly articulate product knowledge, messaging, or sales methodology. Expectations are high and circumstances are vague: "Okay, Bob, you’re the salesperson. Carla, you’re the customer … Go!"
This all takes place under close scrutiny of the sales manager and an audience of peers.
The result is a performance that has little or no resemblance to how the ... Read More