How to Retain Top Sales Reps
Top sales reps need special care and feeding; as mentioned in the last post, giving them too much space can be a prescription to lose them to the competition. Instead, create a strategy to keep them on your team.
Why Top Sales Reps Quit
Every sales manager’s worst nightmare is the surprise resignation of a top sales rep. Sooner or later it happens. So, what went wrong?
More on E-mail and Negotiation
As a follow up to my diatribe on e-mail communication and in response to the many questions about e-mail practices specific to negotiation, I dug a little deeper. Here is what I found out.
Managing Customer Conflicts
Interpersonal conflict happens. It can happen with new customers, with prospective customers, or with major accounts. From time to time in a customer/supplier relationship, disagreements can happen over quality, failure to meet commitments, or interpersonal dynamics. When problems like this happen you can quickly get stuck in a stalemate with a customer. Until the problem is resolved, you probably won’t be able to go forward or do business.
Customers Know Too Much
With the proliferation of the Internet, along with blogs, wikis, social networks, and online communities, buyers today are making superior purchase decisions based on information that is now readily available. Gone are the good old days when buyers depended on their sales people to educate them on the products and services. This new found purchasing sophistication applies to both B2B markets and B2C markets.
Tell Stories to Your Customers
“If you’ve heard this story before, don’t stop me, because I’d like to hear it again.” Groucho Marx (1890-1977) Comedian and actor Facts tell, while stories sell. Have your salespeople tell stories. I have found that most successful salespeople sell by telling stories and not by making presentations. And, it does not seem like they…