Do you sell consultatively? Salespeople and sales leaders frequently think that they are, when in reality, they are either selling transactionally or applying solution selling. Does that statement bother you? Does it raise any questions? According to Objective Management Group and its data from evaluating and assessing close to a million salespeople, salespeople possess an average of only 48% of the attributes of a consultative seller.
My video post today discusses this in some detail. Watch it and then go ask your saleseople to define consultative selling. You likely be frustrated by the answers.
If you need to hire salespeople who have great consultative selling ability, read our whitepaper on sales selection.