Skip to main content
M6 | roy.johnson@sandler.com
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here

Management

I guess I’m the only one here who, when looking for Sales and customer facing staff, saw a CV that described James Bond, sat with a candidate who interviewed like Daniel Craig, then sadly had to work with Johnny English for years when they hit the payroll?

A mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy.

(Your competitors are still calling on your client even though you are not).

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage to surprise me with the questions they ask me.

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right?

google-site-verification=8Eue1HdT2BYJgrX6EpSpdTsZ0MutCVlSsR9WcN-Hx64