Comments on: Time Span in the Selling Process http://managementblog.org/2009/11/10/time-span-in-the-selling-process/ Managerial Leadership Practices based on the Time Span research of Elliott Jaques. Thu, 24 May 2012 21:08:36 +0000 hourly 1 http://wordpress.com/ By: Tom http://managementblog.org/2009/11/10/time-span-in-the-selling-process/#comment-2100 Wed, 11 Nov 2009 01:43:30 +0000 http://www.managementblog.org/?p=1424#comment-2100 Does the Time Span of the Solution “prop up”, like a crutch, the Time Span of the Sales Person? Does the Stratum of the Sales Person need to match the Buyer’s Stratum AND the Stratum of the Sales Cycle or is the Sales Cycle enough?

Say I have a Stratum III Solution for a Stratum III Buyer, and the Sales Person is Stratum II with the Sales cycle 3-6 months – thus Stratume II. Will the Sales Person talk enought of the Stratum II to seel to the Buyer, or is it necessary to have a Stratum III Sales Person? Of course, I would prefer to match it, but knowing how few Stratum III Sales People are out there, it makes Outside Sales hiring bleak.

]]>