Why Your Salespeople Are Pushovers - Matthew Dixon and Brent Adamson. By Matthew Dixon and Brent Adamson | 8:17 AM October 14, 2011 This blog, the third in a four-part series, is also part of the HBR Insight Center Growing the Top Line.
Its conclusions are based on data from a global study of more than 6,000 sales reps across nearly 100 companies in multiple industries. One of the age-old stereotypes in business is the pushy salesperson. But what if we told you that the real issue in sales today isn’t that salespeople tend to be too pushy, but that they’re not pushy enough? In our first post in this series, we introduced you to a special type of high-performing sales rep called the Challenger. Selling Is Not About Relationships - Matthew Dixon and Brent Adamson. By Matthew Dixon and Brent Adamson | 9:29 AM September 30, 2011 This post, the first of a four-part series, is also part of the HBR Insight Center Growing the Top Line.
Ask any sales leader how selling has changed in the past decade, and you’ll hear a lot of answers but only one recurring theme: It’s a lot harder. Yet even in these difficult times, every sales organization has a few stellar performers. Who are these people? How can we bottle their magic? Challenger-Selling.