Sheldon Cooper, Sales Whisperer: Applying the Science of Data to the Art of Selling

September 24, 2014 Peter Ostrow

By Peter Ostrow


Evaluating and managing the performance of a B2B salesperson is ostensibly a more straightforward exercise compared with other job roles because of the transparent nature of quota attainment and easily measurable customer-facing activities. And yet too often, both sales managers and individual contributors fail to leverage data-driven opportunities, and objective external support systems, to identify nuanced, subtle, and coachable moments throughout the sales cycle.

The title of my new Research Report references the author’s favorite television character, whose quirky personality sometimes inspires him to take his logic-based approaches to life a bit too far.


Source: Aberdeen Group

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