Author Description

Salespeople have gotten lazy and they don’t SELL anymore. They want to do everything other than their actual job because it’s easier to find excuses and reframe their responsibilities, rather than take ownership of their lacking skill set. What’s worse is that this problem was brought on by a previous generation of salespeople. That generation reframed the role and reinforced a narrative that has prevented current sales reps from understanding their actual role. They’ve been fooled into believing that what they do is actually sales. Intentions shrouded with nobility and virtue signaling, using fringe examples of shady and unethical salespeople as the basis of their ‘crusade’ to soften sales, and thus our expectations of revenue attainment.This book explores how we got here and what the issues were. But more importantly, it will explore how we can stop this overcorrection. THE 3 MAIN TAKEAWAYS FROM THIS BOOK ARE: What people are doing today isn’t sales What real sales is What we can do to get back to actually selling