Our version of sales recruiting, sales training, dedicated territories, quotas, salary + variable compensation plans, even sales kickoffs all began between 1890-1920. The process designs, compensation strategies, and almost all of the selling methodologies are based on this foundational approach - which, for the most part, I’d argue has been correct. Sure, people argued for change, but the core has been the core.
In today's episode, I take you through the "why", inject some wisdom from the great Arthur Sheldon, and take you to an exploration of why we may need to shift going forward. Those cores have changed, in ways you maybe haven't thought about.
@saleshistorian on Instagram - daily quotes, pics & comics from the past
@saleshistorian on Twitter - daily quotes, pics & comics from the past
The Transparent Sales Leader - my newest book which includes a number of quotes and lessons from sales' past.
The Transparency Sale - the first book, (ironically) named one of the top 100 sales books of all time.