Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today those articles would qualify as fake news.
In order to change salespeople, trainers must be able to do far more than read a script, teach the curriculums, demonstrate the strategies and tactics and perform role plays. Sales trainers must have a number of competencies beyond sales and training. There are underlying reasons why salespeople do what they do, why they only do what’s comfortable, but not what we need them to do, and trainers must first understand that.