Conventional wisdom says the best sales professionals will succeed in any environment. Unfortunately, that bit of conventional wisdom is debatable, according to our extensive research.
Most successful companies have complex sales functions with multiple sales roles. While many of those job roles have a superficial similarity, the types of activities and behaviors that prove successful vary widely.
This is important, because many companies, when faced with market changes or difficult economic times, tend to pluck top performers from their jobs and reassign them to roles with markedly different requirements, assuming they will flourish in their new positions. However, the characteristics that make individuals successful in one role may not help them succeed in another.
Download this report to see the surprising statistics on success rates and learn what to do before