The History of Sales Methodologies – why some work and others don’t

The History of Sales MethodologiesEvery once in a while another new book on selling appears that claims to have the secret to sales success. Many of these books promote themselves as being the very latest, revolutionary approach to selling. According to their authors and publicists, these sales methods will change the organisation’s performance and miraculously improve sales and profits. Just as importantly, these sales methods will bring untold riches, success, glory and honour to those salespeople who embrace them. Depending on the extent of publicity the authors are able to garner and the traffic they generate for their web sites, these “miraculous solutions” become popular and the de rigueur of the day.

We at Sales Essentials question whether these sales methods are really as new as they say they are? We also question whether these sales methods really do represent a revolution in selling and whether they actually work?

We have published in our 28 page white paper: The History of Sales Methodologies – why some work and others don’t (you can obtain your copy of the whitepaper – at no charge – from our Sales Essentials Publishing e-shop).

Here is what we found in summary:

Whilst many different sales methodologies have been introduced and usually sold as sales training packages, most are simply repacked versions of sales methods developed decades ago. The only real revolution in sales methodology (that we could identify) took place in 1968. For a quick overview of the different sales methodologies over the last 200 years you can view the table below which outlines the different types of Selling Methods, when they came into being, their philosophies, who developed them and the key characteristics of the salesperson using those methods.