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The Race is on for Smooth Selling

What is smooth selling? Think of the successful America's Cup yachting teams as the metaphor. What it takes to win the America's Cup yacht race can readily be likened to winning in sales:

1. Assess. In business the first step is to assess the four critical areas of sales operations: strategy, methodology, performance metrics, and people.

2. Design. Different challenges call for different sales approaches. For instance, do you need a sales team of hunters, farmers, or both?

3. Deploy. In business you need to deploy the sales...

The Race is on for Smooth Selling. What is smooth selling? Think of the successful America's Cup yachting teams as the metaphor. What it takes to win the America's Cup yacht race can readily be likened to winning in sales: 1. Assess. In business the first step is to assess the four critical areas of sales operations: strategy, methodology, performance metrics, and people. 2. Design. Different challenges call for different sales approaches. For instance, do you need a sales team of hunters, farmers, or both? 3. Deploy. In business you need to deploy the sales team and support systems. They...