Sales Training Connection

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Sales force turnover – a problem that demands addressing

Sales Training Connection

What happens when a sales territory is left uncovered for several months? How fair is the sales goal setting process and does it take into account territorial differences? Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. Compensation package.

Hiring 117
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New hire sales reps – some tips for getting out of the gate

Sales Training Connection

After the excitement wears off of being assigned to that first sales territory, reality begins to set in. New sales reps. Questions start crossing your mind – “How am I going to deal with those competitors who have been out here forever?” “How How am I going to appear credible to the customers?” “Am

Hiring 127
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Craft sales strategy by thinking ahead and reasoning back

Sales Training Connection

Selling in major accounts is not simply about doing more of what it takes to succeed in territory accounts – it is about doing something different. Are changes occurring in the business environment that will impact the buying decision? Are there additional ways to leverage our competitive advantages? ©2012 Sales Horizons, LLC.

Strategy 112
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Medical device sales success – an urgent need to do something different

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. However, a common approach is a KAM is responsible and accountable for the entire business development effort – crossing product lines and often across geographies.

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Sales strategy – playing to win … not playing to lose

Sales Training Connection

These sales reps are looking to maximize the productivity of their territory. They look for opportunities across the account – seeking additional opportunities with their current customer contacts, as well as, brand new customers inside the organization. Sales reps who play not to lose won’t “make” any President’s Club.

Strategy 121
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Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. However, a common approach is a KAM is responsible and accountable for the entire business development effort – crossing product lines and often across geographies.

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Five techniques to bridge the marketing-sales chasm

Sales Training Connection

Make sure the sales calls are with different sales reps, in different territories and industries, and at different stages in the sales cycle. .