I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook.

Why?

I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles. Account planning, contests, cold calling, performance reviews, product pitches, quota management, etc. all look pretty much the same. It feels like everyone is reading from the same script.

I don’t see enough innovation in today’s sales organizations. I see a lot of the same from company to company.

I don’t see enough salespeople being creative and unique in their prospecting or selling. I don’t see enough sales leaders instituting unconventional, unique, creative processes, strategies, methodologies, or processes to gain an advantage. Everyone is playing from the same playbook.

Winners win, because they do things differently. They see things differently than others. Winners create their own playbook.

Are you playing from the same playbook as everyone else?

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