The suggested questions they list are excellent and the things to look for will aid any sales manager. Here they break down the hiring process a sales manager needs to go through when hiring challenger salespeople. This graph and accompanying explanation is reason alone to buy this book if you’re a sales manager.Įven bigger than the coaching information is what is in Appendix C. Some of the best information in the book is on page 152, where they show a graph with the results a sales coach will receive from a typical sales team.
THE CHALLENGER SALE CHAPTER 1 SUMMARY HOW TO
In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” The points they make are very strong and intuitive to the salesperson who is adapting to their environment. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.” They believe that the salesperson who challenges the customer is going to be the one who is most successful. Yes, this may have worked 10 years ago, but in today’s economy it’s not good enough. We’ve all been led to believe the way you develop sales is by developing strong relationships with your customers. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. 2 Partner with and enable Mobilizers inside the buying organization to drive consensus around the. The gist of the book is as follows: 1 Challenge buyers by showing them their status quo is not good enough and is cutting into profit, wasting effort, and/or increasing risk. More importantly, they blow up several of the myths most people have come to believe regarding sales. The Challenger Customer (Book Summary) Novemjdonovan. In the book, the authors reveal the findings from their extensive studies regarding the sales process. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson.
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