Sunday, 27 May 2012

Running with Sales Reps

To the Team SME Owners in SA

With 30 years of working with sales reps, let me share some of my thoughts with you, sales reps are the most expensive financial layout,or your best investment.

Remembering there are always exceptions to the rule.

A large % of reps are order takers, very few actually sell, here I talking about B2B selling, yes I agree it all depends on the setup within the business they work.

In 1980 I attended an Alfred Tack sales course, first class course, have some of Mr Tacks book, like ABC of selling, some of the information in this post comes from his training, yes somethings change, but some things do not change, you be the judge.

We have all come across the Maverick Rep, gets results, but leaves havoc behind him!

Then you get a Star Rep, a star rep is not-
        -The Personality Rep
        -The Plodder Rep
        -The Know-it-all Rep
        -The Talker Rep
        -The Chip on the shoulder Rep
The Star Rep has great-
         -People skills,building lasting relationships
         -Time management
         -sales admin
         - debtor collection-sale only closed when money in the bank
         - sales prospecting, finding new business and new clients
         - product knowledge
         - sales skills
So hopefully you ,we can set benchmarks to identify Star Reps, more on Running with reps in next posts.

Till next time may the Force be with you, I am your silent partner helping you work on your business.

Guy Daines

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