Essentially Human

Essentially Human: On Sales and Salespeople reframes the often-misunderstood profession of sales and salespeople by revealing the core traits and behaviors that distinguish truly exceptional practitioners. Drawing on four decades of executive-level leadership, firsthand stories from top performers across multiple disciplines, and tapping into the rigorous academic research on the psychology of sales and human behavior, Smith delivers a clear, practical, and highly readable guide. If you've ever wondered why your training is not effective, why some sales hires promise so much but deliver so little, why experience, industry knowledge, training, and even the best compensation plans can fall flat with some salespeople, this book is for you. Essentially Human: On Sales and Salespeople elevates sales from a set of tactics to a fundamental understanding of human behavior and its implications in sales environments. It deserves a place on the shelves of executives, managers, and sales professionals at every stage of their careers.