To Recap Every top-performing salesperson succeeds in her own unique way. Heavy reliance on ride-alongs during the training process jeopardizes a new hire's ability to shine using her unique strengths. A “ride-along” sales training strategy is neither scalable nor predictable. Defining the sales methodology enables the sales training formula to be scalable and predictable. The three elements of the sales methodology are the buyer journey, the sales process, and the qualifying matrix. Exams and certifications add predictability to the sales training formula. They also provide the platform to
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