Do we understand what buyers want?
24th September 2018 | Journal Of Sales Transformation
How customer-centric are our salespeople? Numerous authors down the years have drawn attention to the fact that only a small percentage of salespeople exceed customer expectations. Is this because salespeople tend not to have the competencies that customers are looking for or are buyer expectations unreasonably high? Here we look at the actual data: three studies that have charted buyers’ perceptions of salespeople over the past two decades.