Why So Many Sales Hires Fail - Thinking Differently About Sales People

This book is about thinking differently about salespeople. As the business environment changes and advances in technology allow buyers to adapt how they interact with suppliers, sales people need to adjust their approach. The old ways of selling are ineffective and the evolution in the sales cycle is forcing change in how a supplier, through their sales people, interacts with their customers.

Every time a sales hire fails, there's a ripple effect throughout a business. Management time, sale...