The basics of almost every sport have changed to adapt new technologies and research directed improvements. As an example, no major league team in any sport operates without computer generated statistics.
The basics of virtually every business function change over time in order to meet changing conditions. Most professions have official "standards." Those standards, which list the basics, usually lag reality. Nevertheless, eventually they change, but slowly. Example: Generally Accepted Accounting Principles (GAAP).
A few sales associations have attempted to set the basics as standards for all salespeople. However, those associations are owned and/or controlled by sales training companies. Their standards are the same basics that those sales training companies are teaching. Their basics have been around since the early 1950s. And, most salespeople that learn those basics today, either fail or fail to earn a good living.
Top salespeople have a new, unofficial set of standards, which they have adapted to modern market conditions, such as Information Overload, increased competition, and better educated markets.
The Challenge.
What specific changes have you made in your sales basics to take advantage of the effects of Information Overload?
