About a year ago, I wrote a very popular article called, Persistence Over Polish, where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses. You should really take 2-minutes and read it. Then, about a week ago, I wrote another popular article called, How the Rubber Band Sabotages Sales Performance. That article discussed six competencies specific to Sales DNA and the impact those six have on performance when they appear as weaknesses. At the end of last week’s article, I promised to introduce a solution to you within a week and true to my promise, the solution follows.
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