In problem-solving terms, the rule is when you are confused about the next course of action you always start with, “How did we get here?” As we look at sales forces all over the world, we see problems like:

• Closing percentages are low
• Difficulty finding and getting in touch with buyers
• Every part of the sales process gets commoditized
• The sales process lasts way too long.

So, the first question we had was: How did we get here? The infographic below gives you some insight into how we see the world of professional selling today and helps you rethink your role as a salesperson.

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