Vision statement: do you really know who your best salespeople are?

Lynette Ryals, Iain Davies

Research output: Contribution to journalArticlepeer-review

2 Citations (Scopus)


The article discusses and presents in graphical format findings of research that identified eight distinct categories of sales personnel. Just 9% of those in the group sampled were "experts" who performed well and kept customers happy. Thirteen percent were "closers," or people effective at overcoming customer objections to conclude a deal. Among the less effective performers were "socializers" who were adept at making small talk but closed few sales, and "narrators" who were overly dependent on marketing materials.
Original languageEnglish
Pages (from-to)34-35
Number of pages2
JournalHarvard Business Review
Issue number12
Publication statusPublished - 1 Dec 2010


  • sales
  • salespeople
  • behavioural tendencies
  • mentoring


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