Florida State University Sales Institute was sponsored by 40 Leading Corporations and asked to evaluate the Major Sales Methodologies (specifically compare Challenger against other approaches) and identify what sales methodology worked best. FSU’s independent research project included:
– Engaging 15 corporate sales teams
– Assessing over 3,000 sales people
– Benchmarking almost 1,000 sales leaders
This paper looks at the in-depth details of the research and its findings.