New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

My wife and I have been watching 24 for the last few months and we’ve made it to season 7.  Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by:
PREVIOUSLY ON 24…
With that in mind, I will save you if you didn’t happen to read last week’s article which is a pre-requisite for this one.
PREVIOUSLY ON UNDERSTANDING THE SALES FORCE…
My article revealed that salespeople who are burdened with the need to be liked are far less effective at selling than those who don’t have that weakness.  The biggest insight of all was that these salespeople were 47% less effective reaching decision makers!
This article will take the same approach and use the same data from Objective Management Group’s (OMG) evaluations of 1.8 million salespeople to look at salespeople who are uncomfortable having a financial conversation with their