It’s time to think about managing your salespeople very differently that you have in the past. A lack of product knowledge, industry knowledge, discipline, and even sales skills, is not the reason your salespeople are not blowing out their numbers.[…]
Does your sales team have any/all of the following symptoms?
Lack of product knowledge
Inadequate industry knowledge
Incomplete sales skillset
The good news is that there is both a test and treatment for sales teams- and it is not your typical sales training program.
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Humans are hardwired to learn through play. Whether we are playing to learn fine motor skills with building blocks at 3, or developing selling behaviors that help us in overcoming objections in sales at 33- it’s how we develop the social and cognitive skills to become successful people- and even better sales reps.[…]
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What do you know about your newly hired salesperson on day one? Not much, really. Considering you’re going to put a hefty quota, your company’s reputation, and your valued customers, firmly in their hands, I would say you are essentially gambling.[…]
Before you block out another morning for a frustrating round of sales rep interviews consider this: you are probably recruiting all wrong. Instead of fresh blood, maybe you need sales reps with a particular strain of selling DNA.
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