Good Bob, Bad Bob, The Stockdale Paradox, and Sales Success
- February 2, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Happy Ears is a Big Problem for most salespeople. When it’s a strength, Objective Management Group (OMG) calls it Healthy Skepticism. The challenge is that Healthy Skepticism is unlike the other selling strengths and weaknesses measured by OMG, where great salespeople have them as strengths and weak salespeople have them as weaknesses. With Healthy Skepticism there is little differentiation between strong and weak salespeople.