If the Customer is Bored, It’s Your Fault

The sales rep I was working with that day had started his PowerPoint presentation, plowing through the thirty-five slides with maniacal fervor.
I was watching the customer; she was beginning to roll her eyes. She looked at me as if to plead for relief. I bumped the sales rep’s foot to get his attention, but his focus was intense.
Then I reached into the sales rep’s computer bag and brought out a sales agreement. That finally diverted his attention from the computer screen.

Continue reading “If the Customer is Bored, It’s Your Fault”

Are you the person responsible for sales training?

Are you responsible

When I started in outside sales, the Sales Manager handed me a 3-ring binder and walked over to a map on the wall. He raised his arm and, with an extended finger, pointed at the map, drawing a lazy circle around an area an hour from the office. He said, “We don’t have customers in this area, so you can call on anybody you like.” It was virgin territory with no list of customers or prospects. That was my training!

Time Passes

Decades later, I became the manager of a wholesale/retail business. In the beginning, I watched the operations to see how things ran. Quickly, I began to notice inefficiencies. 

Continue reading “Are you the person responsible for sales training?”