There are five critical areas that affect why some salespeople are more successful than others. Called the Sales Congruence Model, our Mike Fisher explains this diagnostic tool that gets to the very heart of sales performance achievement.
The five dimensions include:
- View of Selling
- View of Abilities
- Commitment to Activities
- Belief in Product
Bringing these five dimensions into alignment- what we call congruence- releases energy and Achievement Drive. While gaps between these five areas create conflict, doubt and disengagement.
You can also see how the Congruence Model applies to sales coaching.