Malcolm Gladwell

Great Sales Performers Are Made Not Born - Part 7

Great Sales Performers Are Made Not Born - Part 7

In the last few posts in this series we've taken a good long hard look at how using the S.P.A.C.E model (Simplify, Practice, Apply, Confirm, Expand) can help you and your salespeople to apply the concept of deliberate practice and get really, really good at sales. Remember the factor that explains the most about great performance is deliberate practice. More of it equals better performance. Tons of it equals great performance. In this post final post we conclude our journey by exploring the final step in our four step process. Enjoy.

Great Sales Performers Are Made Not Born - Part 6

Great Sales Performers Are Made Not Born - Part 6

In our last post in this series we looked at the S.P.A.C.E model more closely. We also examined some of the implications for continually growing sales by continually growing your salespeople. In this post we'll start by recapping S.P.A.C.E and consider how much you actually need to practice to sustainably improve your performance.

Great Sales Performers Are Made Not Born - Part 4

Great Sales Performers Are Made Not Born - Part 4

If you’ve committed to a sales success system that really appeals to you (Step 1), you have laid the groundwork for improvement in sales - though you haven’t necessarily separated yourself from your competition. If you and your solution provider make sales training part of an overall process rather than a training event, you will begin to realise benefits that are elusive to others.