The tragedy with the sales profession is that it is full of amateurs and, in truth, is not a profession at all. There are no formally recognized qualifications or degrees, no peer standards body, and no consequences for malpractice.
That’s a quote from Tony Hughes, author of The Joshua Principle.
We learned about the book from Steve Richard…who also shared with us the analogy that this post is based on. Since there are no professional standards in sales, we see lots of sales personas. Two popular ones could be classified as Librarians and Cowboys.
Here are their differences: