Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process. If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively. Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior. While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term. Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.
As a sales leader I've been thinking a lot lately about what makes some sales reps successful, and makes others fail. Having managed my own team for quite some time now, I've made good hires and bad hires and any sales leader will tell you that they're always on the lookout for new "A Players". Well, it's easier said than done.
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