Sales Management Articles

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.

The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.

Ever read the book “The Challenger Sale” by Matthew Dixon and Brent Adamson? It was one of the hottest sales books twelve or thirteen years ago that had a big impact on a lot of sales teams.

The authors did research on the best personality styles for a sales rep to have to be successful and win the most business.

What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?

Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!

Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.

Are you leading your sales team…or just acting as the head doer?

Today’s video talks about these three most critical selling processes your team needs for success in today’s hypercompetitive markets…so you can sell even more!

Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.

What are you doing to follow up with customers leaving to do more in-depth research asking “What could we have done better?” “How could we have been more competitive doing more to satisfy what you are wanting?”