In almost every organization tenure and/or sales experience reigns over sales training or sales methodology. That's because most have only attributed training or methodology to experience. Most believe that sales is an artsy ability that some have and others don't and the only true test of one's ability is that of time. I couldn't disagree more. I was recently working as a consultant for a startup in Philadelphia and out of the 3 new sales executives they hired, none had any prior sales training. What was more concerning was that formal sales training was not even a criteria they were evaluated on. Truth be told, their past performance and experiences were 90% of the evaluation process. Sure, sales is the one area of an organization where performance is easily measured - but there was nothing more that any of these individuals brought to the table more than simple experience.
Launching October 30th, which is the conclusion of my #30daystill30, will be www.SellingAsAScience.com. When treated as a science, as a repeatable function, sales will begin improving drastically. Sales rep 1 isn't struggling because they aren't very good selling product Y or because rep 2 has better accounts. Sales rep 1 is struggling because they aren't taking a methodical, analytical approach to the game. When treated as a science, anyone, in any scenario, can be successful in sales.