Dulled By Success

There is an effect we have noticed when recruiting salespeople from larger companies that seems to be consistent across markets.  Some salespeople, maybe many, lose their edge when it comes to prospecting when they land a large customer.  I see this effect happening in larger companies, for some reason, more than smaller companies. I bring this up because I read an employment ad for a large company that we used to work with in a previous life.  This company has an unbelievably strong customer service orientation.  I mean that in a negative way.  Their “hunter” salespeople believe they can service their way to a sale.  This approach is reinforced by… Read More

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