IRB Media

Please note: This is a companion version & not the original book. Book Preview: 

#1 The ideal sales hiring formula is different for every company. Some of my earliest hires were top performers in their most recent positions, but they did not evolve into our top performers.

#2 Each company has its own unique sales context, and each salesperson has their own unique strengths. The ideal salesperson for your company should be able to adapt to your company’s context.

#3 The Internet has caused a shift in power from the salesperson to the buyer. Buyers will no longer tolerate being strong-armed into a purchase, so they will respond to salespeople who are helpful, smart, and respectful of their needs.

#4 The team developed a hiring formula that was customized to their sales context. It allowed them to account for potential shifts in the buyer context caused by product evolution, shifts in buyer preferences, and changes to the competitive landscape.

Summary of Mark Roberge's The Sales Acceleration Formula

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