When I talk about the need to train and educate your sales team, do you think I mean just the ones on commission? Just the “real” sales people?
If sales drives your company, don’t you want as many people driving as possible?
If someone, anyone in your company touches a customer or prospect, aren’t they selling too?
Wouldn’t you want them as knowledgeable as possible?
No matter what your role in the company, if you are out at a networking event, aren’t you selling?
Don’t want to been seen as “sales”? Do you think you could do what my sales mentor does, and just ask questions?
If you can help your new “extended” sales team know what questions to ask, and how to share those questions, don’t you think they could understand their customer’s needs better?
If all of your employees are excited and knowledgeable about their products or services, don’t you think the prospects will notice?
If they help a customer understand how the product helps solve their needs, don’t you think that customer will be selling for you?
Now how big is your sales force?
So, will you just train your sales force?
This is getting good!
Comment by Rick — June 20, 2006 @ 1:13 pm
Doug has hit the nail right on the head! EVERYONE SELLS! Keep in mind that people are afraid of the well SELL, since it rhymes with another word that describe a warm place! However, everyone in an organization needs to understand that THEIR WORK, regardless of whether there is direct client contact or not, determines if a sale is made or more importantly made AGAIN! SELL is a great word!
Comment by JOHN J DIPIETRO — December 29, 2006 @ 9:59 am