Since founding Performance Methods, Inc. (PMI) 17 years ago, Craig Jones and I have had the opportunity to work with some of the most successful companies in the world. Each of these engagements is initiated in a similar fashion: a select group of top-performers, thought leaders and stakeholders were scheduled to be interviewed by us, and interview them we did. Our questions tend to focus on what’s working well, and what’s not. When the customer is delighted – why? When they aren’t, why not? When you win against the competition, what are the reasons? When you don’t, why not? And so on.
Conduct enough of these interviews and you begin to see trends…and one of those has been the level of difficulty of the sales job: regardless of the title Account Executive, Account Manager, etc.), selling is a competitive battlefield, and it always has been. But it’s worth taking notice that the intensity of the battle is not subsiding over time: in fact – quite the opposite.