As we mentioned earlier each of these stages of the sales evolution have their merits. All three – transaction, relationship and diagnostic-based sales – are still in wide use today throughout markets across the globe, and they do generate results. Often good results. Even very good results. But they all have one significant and universal limitation, one that experienced sales managers will instantly acknowledge. The overwhelming majority of salespeople do not like using these sales methods. Our research identified that 76% of all salespeople actually do not like selling. 76%! Think for a moment about the Pareto Theory that suggests that on average, just 20% of your sales team members will deliver 80% of your sales results. Given that 76% of the team do not like selling, we can see why the Pareto numbers are so universally applicable.
Next week we will delve deeper into why so many salespeople do not want to sell and offer the conviction cycle as a way salespeople can thrive.