It is always advantageous to view the sales process through the buyer’s eyes.
Once the buyer decides they have a requirement, which they want to fix, they then move to the evaluation of options stage – put simply – they have decided they are going to buy but they have NOT yet decided who from.
You may have the best skills and processes in the world but if the attitude is missing your team will not reach peak performance. Leadership, at its heart, is about leading attitudes. And remember, anyone who is responsible for the performance of others is a leader.