11/25/2013

"Challenger selling," which involves questioning the status quo to provide value to customers, is a solid approach, but your sales force may not be ready to adopt this strategy, writes Drew Zarges. Before embracing challenger selling, think about whether your representatives have the right skills, analyze the structure of your team and consider whether managers are prepared to offer guidance. Managers "will need access to industry specific insight to coach their reps," Zarges notes. "They'll need training and reinforcement on coaching."

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