Sales Training Connection

MARCH 14, 2012

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months? How will the customer’s perception change as there is sales rep “churn” in serving the account? What happens when a sales rep leaves for a competitor, “taking” many of the accounts along – as often happens in some markets, like medical device sales?

Hiring 117

Hiring Territories Compensation Churn 117

Sales Training Connection

MARCH 12, 2012

A Sales Training Connection Classic. Sales people often are promoted into sales manager positions – primarily based on their sales success. While congratulations certainly are in order, success in these situations raises some unique challenges. Just because a sales people excelled at face-to-face selling doesn’t mean they will excel as a sales manager.

Sales Management 88

Sales Management Face-to-face Promotion Pivotal 88

Sales Training Connection

MARCH 12, 2012

Selling in 2025. As H.G. Wells once said “we all have our time machines, don’t we. Those that take us back are our memories … and those that that carry us forward our dreams.” In addition to a passion about sales training, we too have a great interest in history and futurism. Recently, we published a blog – Sales Training: know the past – win the future.

Call-back 87

Call-back Training Follow-up Up-Sell 87