In the last several years, I have had the privilege of working with the brightest of our next generation of sales producers. According to Forbes BrandVoice, Millennials (aka “Gen Y” or “Yers”), ages 21 to...
I love working with Millennials (Next Gen, or Generation Y). In my senior years, I have had the privilege of working with the brightest young minds as they progress into outside sales.
My fascination for sales training began in 1975 when I was asked, along with my other duties as a regional engineer for Airco Welding Products, to train our distributor sales reps.
Historically, one of the weakest links in the distributor sales process is a lack of good branding tools. I was reminded of this fact when a rep said he thought we were wasting time and...
This week I heard all of the following comments from one rep:
A while back, I wrote a column titled “If Looks Could Kill.” In it I noted that researchers have found that the three key elements of effective communication carry the following percentages of importance:
An ecstatic rep came into my office to declare that he had just made the largest single sale of his career. His impressive negotiating skills had resulted in another significant signed contract. His jubilation was...
A sales manager was concerned. He had just finished a day with a sales rep whose vehicle was full of trash. Not surprisingly, there were other issues with this person’s sales credentials. What are the fundamentals...
A major manufacturer’s rep was telling me how thankful he was for the recent improvement in the economy. In the last quarter, he received requests from customers, traveled, and prepared quotes like never before. Interestingly, despite...
No one questions the wisdom of going to a doctor for an annual physical to prevent disease. Early diagnosis, as we all know, enables early intervention and proper prescriptive medical treatment for disease. Since this...
