Based on a survey of 250 B2B salespeople. For more, read "Salespeople Work Differently in Different Parts of the U.S., in 6 Charts" 根據250名企業對企業銷售人員的問卷調查。更多相關內容可見〈頂尖與墊底業務員差異何在？〉
It makes sense that business-to-business sales vary in different regions - selling in California, for instance, is not the same as selling in Kansas. But it isn't just about different markets. Steve W. Martin has found that geography also influences the people doing the selling.
He surveyed 250 business-to-business salespeople across four regions in the United States. Motivation to pursue a career in sales varied by region. People in the Midwest and West were more likely to say that they worked in sales to control their own destiny, while people in the Northeast liked the ability to earn more money.
And while people in the Northeast weren't very likely to say that they had a sales mentor they wanted to impress, people in the South and the West were very likely to report having such a mentor. Salespeople in both the West and the South were also more likely to say that they developed close personal relationships with their clients.
Finally, salespeople in the West were also the most likely to say that they felt personally responsible for their client’s success. Perhaps that Western combination of motivation, mentoring, and personal connection is why those salespeople were most likely to be satisfied by their career in sales… and also most likely to say that they'd achieved or exceeded their sales quotas.