Latest / The Sales History Podcast
Why Does Sales Exist The Way It Does - And Should It?
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Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation strategies, and almost all of the selling methodologies are based on this foundational approach - which, for the most part, I’d argue has been correct. Sure, people argued for change, but the core has been the core.
In today's episode, I take you through the "why", inject some wisdom from the great Arthur Sheldon, and take you to an exploration of why we may need to shift going…
The skinny
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