Perhaps a bit of both.

It seems as though every organization has at least one sales person that seems to close almost every sale effortlessly.  I bet if you think about it someone automatically comes to mind.  While some try and try to make that sale only to be met with moderate success, others seems to be naturally blessed when it comes to selling.  It's an art right?  A person's natural talent that you will never be able to achieve.  It's true some people seem to be possess this gift, but it is false to believe that it can't be taught.  The best way to do this is to leverage the ability of the talented sales person so that the entire team can begin to mimic how that person works.

"It seems like a simple concept: figure out why your top performers are succeeding and share that information with the rest of the team. Unfortunately, this just isn't the case with most sales organizations."

I found an article published by Miller Heiman that discusses why it is important for top sales people to share information with the rest of the team and suggestions about how to make that happen.  You can check out the article here...

(Note: This article expires, if you're interested check it out soon)

-Brianna
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