Do Your People Know Your Company?
By John HaskellCan they present and sell the company?
For most of you reading this, your firm has four to 10 outside salespeople. At one time or another, each of these salespeople must present your rep firm. How well do they do this?
My experience is that most salespeople would get a “C” grade or worse. Most salespeople regardless of industry are neither trained nor capable of making a high-quality presentation of their rep firm.
Why is this important? First of all, the salespeople are the product that the manufacturer is buying. In the rep business, the only product is the sales … Read the rest