As a sales trainer of several years standing with many blue chip organisations, I'm surprised to read that "very little has been done on what good sales people actually do in sales meetings" I'm happy to share some knowledge on this subject with whoever may be interested.
I'm in complete agreement that organisations need to recruit the best they possibly can, but shouldn't that apply to everyone they employ not just sales people? Tough trading times will not be combatted by sales people alone, keeping business plays a huge part as well. Perhaps an overhaul of recruiting processes, interviewing capabilities, plus an organisations levels of excellence in customer care might be in order.
John Ranson- Director-smaart people
