It might surprise you to learn that the sales rep who brings unique perspective to their customers makes them more likely to be a high performer than a rep who strictly follows a formal process! However, there is a more important takeaway from this data.
It should not be a trade-off.
In fact, the best reps follow a formal sales process AND deliver unique perspective along the way by delivering insight relevant to their customers' business. By combining these two skills, reps are nearly 3x more likely to be high performers than reps who do neither particularly well.
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