営業マンはなぜ売らんかなの営業になってしまうのか
Why do so many salespeople end up focusing on closing deals rather than solving customer problems? In this episode, I explore how incentive systems, sales quotas, and performance evaluations can gradually shift attention away from creating value and toward chasing numbers. Rather than blaming individual salespeople, I examine the organizational structures that shape their behavior. I also discuss why this issue extends beyond sales into the broader business world, especially in the age of AI. Lasting success comes not from asking, “How can I sell more?” but from asking, “Whose problem can I…
The skinny
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