Like-ability, which used to be at the top of the list of sales rep requirements in the pre digital era is now turning into one of the biggest weaknesses for sales reps today. A new study by the Objective Management Group confirms this. Those reps that find themselves needing to be liked by the prospect or customer and that work in a producer role in a consultative, longer selling cycle role are outperformed by a wide margin by their counterparts who do not care about being liked.
Tune in as Dan takes us through each of the categories and the score comparisons, the consequences for reps, and what we reps need to do to avoid this common downfall and turn things around.
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