Where Sales Reps Go Wrong

Today’s Daily Stat from the Harvard Business Review.

Today's Stat is brought to you by McKinsey Quarterly
JUNE 21, 2010
Where Sales Reps Go Wrong
The “most destructive” failures of business-to-business sales reps are too much contact with customers (35%) and inadequate product knowledge (20%), a McKinsey survey of sales targets indicates. Customers want to be contacted, not bombarded. The upside of getting things right is significant: A primary supplier perceived as having a high-performing sales force can boost its share of a customer’s business by eight to 15 percentage points.

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