The Danger of Illusory Superiority | ZS

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The Danger of Illusory Superiority

ZS Associates, Selling Power magazine and Northwestern University's Kellogg School of Management

According to a survey by ZS Associates, Selling Power magazine and Northwestern University's Kellogg School of Management, 28 of 45 sales leaders said that their selling organization rated "slightly above average," "well above average" or "best in class." While it is good for leaders to feel confident, it is also extremely unlikely that so many of their sales forces are above average. The implications of an aggressive sales plan based on faulty assumptions can be devastating.

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