Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news. My rebuttals to those articles, many of which can be found here, are always based on science.
Speaking of the difference between fake news and real sales science, the next topic downright amazes me and should amaze you too.
On April 4, 2017, Nearly 22,000 people had viewed the 5 traits of the best salespeople - traits that are purely anecdotal on the author's part - while only around 3,000 viewed the scientific rebuttal. While 25,000 people viewed the 21 Sales Core Competencies that were updated in 2014, and only 3,000 have viewed the most recent 2017 revision of the 21 Sales Core Competencies.
Just to be clear, I'm not whining about popularity, traffic or page views. My Blog has 1.7 million views and dozens of my articles have 15,000+ views. My best-selling book, Baseline Selling, was ranked 15th on Amazon's list of the Top Sales Books this morning - after 12 years...so I'm not lacking for traffic or readers.
This is really about sales professionals who place more faith in the traits that are consistent with their beliefs, fearing that their actual capabilities won't match up with the science. People want to see themselves in the most popular, positive way. They don't want to discover that they might be lacking in 10 of the 21 Sales Core Competencies or have gaps in all 21.
Speaking of the 21 Sales Core Competencies, OMG has a brand new tool that I promise you're gonna love.
We built a very cool website that you can use to see the average scores for each of the 21 Sales Core Competencies, the average scores for your industry and even how your own company compares. You must check it out - keep reading!
Here's how it works:
The early feedback on this site has been amazing - people love being able to access this data and compare it to their own and I'm sure you'll find it fascinating too! Enjoy.
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