The humorous answer…“Job of a sales rep is to protect my customer from the incompetency of the rest of my organization.”
A better definition is the job of a salesperson is to communicate such a differential in value that your buyer will still buy from you, even with a higher price.
How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn’t do their job. Their job is not selling the lowest price. Their job is to communicate such a differential in value and uniqueness that your buyer wants to pay your higher prices compared to your competition.
Think this is a worthwhile conversation to have with your team at your next sales meeting?
Join me as I share the definition of the real job of a sales professional…and what you can do to help your team fulfill this definition…so they can sell even more!