Neil Rackham “Thinking has come to sales!”

So said Professor Neil Rackham at yesterday’s Sales Performance Association forum on the challenges of selling today. His comment at the end of the day was in recognition of the fact all concerned with the business of selling are increasingly approaching it from a strategic point of view, something not true of his early years in the business.

We could not agree more – our observation is that there is more complexity to the sales job than ever before and yet the cognitive performance of the sales person remains the missing piece of the jigsaw.

Find out more about our approach to sales training.