Sales Success = Timing X Territory X Talent (Mandatory Update)
Those who argue that talent trumps process, point to examples like:
- Stevie Ray Vaughn, who learned guitar by ear
- Jim Furyk, who has an unorthodox golf swing
- Natural salespeople
I humbly suggest, for most sales leaders, it is better to follow the example of:
- Edgar Degas, who said, “It takes great effort to make it look effortless.”
- Urban Meyer, who said, “Average leaders have quotes. Good leaders have a plan. Exceptional leaders have a system.”
- Kevin Greene, COO of Logi Analytics who said, “Behind great performance is great process.”