huffington post

We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

“How could that be?”, asked the Director of Sales.  “Achieve Global has come in 3 times in 3 years to teach consultative selling!”

That could be the punchline, but it’s not.

So, why didn’t the training on consultative selling stick?  There are reasons aplenty!