All of us seek the answer to this question in one form or another. Some of us think about it more often than others, thus separating the best from the rest.
Let's face up to the fact that a Salesperson doesn't necessarily need to be the best to make a good living or even make more money than those with superior skill. I’ve met many who talk so much about their company, their products or themselves that I couldn’t help but wonder how they could ever connect with their customers. The hard fact is that sometimes being in the right place at the right time with a company and/or product in heavy demand is enough to make one appear great. Look at IBM, Dell, Microsoft, Oracle, Cisco, VMWare..if you can answer the phone and put a few sentences together, you’re there! Call me jealous, but it doesn’t seem fair that a Dell rep takes an inbound call that results in a million dollar sale while some of us do the same work to get in front of CEO just to start the process of a million dollar sale! Wah, Wah!
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