SalesDISK - Sales Model Design

Why do some salespeople only ever respond to leads while others spend 90 percent of their time finding them? How come some in sales know the products well and others bring in an expert? Some need to demonstrate capability in person, some by web, some by video, some simply rely on the product specifications. Salespeople are different because sales are different. You wouldn’t sell your product like you would sell a car would you, or would you? What are the similarities; do you do a demo, a test drive, or just talk specs? Was the configuration hard, like picking paint, wheels, and trim, or simple because you only have a single product? Why do you use the sales model you use? Was it planned, or did it evolve? Who is responsible for what in the sale? Do they know they are responsible? How you sell is a function of your products, markets, and customers, and it will be different depending on your current situation and constraints. Do you have a problem with pipeline or not converting deals? A