If you were thinking about the qualities of a top performing sales person, one thing you might note is that top performing sales people like a good challenge.  If they did not enjoy the challenge of sales, the thrill of pursuing an account and winning it, they probably would not be top salespeople.  The same can be said about successful sales leaders.  Leading a sales organization and achieving those ever increasing goals can be extremely rewarding.

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As a sales performance improvement consultant, I have come to anticipate certain questions during different phases of every client engagement.  After the assessment process is complete, the needs of the client identified, and the strategy co-developed, I can see the question brewing in the client sponsor’s eyes and I know what they are going to say next – I love this approach, I believe 100% this is the direction we must head to achieve our goals, but how do we get buy-in from our reps?

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