WHY DO MANY SALES PROS RESIST CHANGE?
During my career, I have managed or worked with more than 1,000 sales pros, ranging from top performers to those who struggled to meet expectations. I studied high performers closely so I could better identify, hire, coach, and retain them. In my first book, Above Quota Performance,1 I described thirty characteristics they often shared. One important trait, however, did not make that list: while some top performers were highly coachable, many strongly resisted change. At one company, I first achieved success as a salesperson and later became Vice President of Sales. Our sales model assigned separate representatives to each product. As...
26 June, 2026