Selling With Competence

I’ve written and spoken alot about the subject of the fitness of salespeople with respect to their jobs.

Brian Lambert, who is both the Chairman of the United Professional Sales Association, and Director, Sales Development & Performance for ASTD, invited me to contribute to a whitepaper on the subject of salesperson competency.  (In fact I’m a member of an ASTD advisory committee doing some extensive work in this area.)

Here are a few of the areas covered:

• Buyer expectations
• Sales development analysis
• Recent environmental and technology changes influencing successful selling

I strongly recommend that you read this whitepaper.