Have you ever asked someone, "What do you do every day?"
It's a daunting question to ask and to receive. It exposes gaps of productivity, illuminates the blurring of days together. It's a scary one, but one my team and I asked 35 sales reps over the course of months of calls.
Being in sales enablement, we often don't truly understand the mind of a sales rep. We have an idea in our heads--an antiquated Alec Baldwin meme of Always Be Selling--but not what it really means to be in sales in the 21st century. It was time to get to know our audience.