What Sales Leaders Don’t Know About Ego and Empathy
- May 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the past week, three people had discussions with me about recruiting salespeople and suggested that the difference between successful and unsuccessful salespeople is that effective salespeople have empathy and ego.
These people probably use personality and behavioral styles assessments too. Those assessments, always poorly adapted for sales, feature empathy and ego. There are three things you must know when it comes to salespeople and their empathy and ego.