Wanna know the difference?
My favorite sales author, Jeffrey Gitomer, has a GREAT article on the subject. I'd include part of it here, but I'm not supposed to reproduce anything of his without written permission. So, I'll just include the link.
Click here to see this must-read article.
The heart of the piece: Sales people are individualists and fighters. They are selfish, more or less, and compete for themselves. Gitomer makes the case that sales is an "individual sport" rather than a "team sport".
Managers? They want their sales people to be part of a "team". That goes against the basic fundamentals of what I just described as the nature of salespeople. But managers don't usually care about that...they are paid on how their "team" performs.
The results? Well, you'll have to read the article...
Another great training piece, Mr. Gitomer!
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