Just caught up to this SM&M article – Advise from the Field. A couple excerpts:
Rather, Feldshuh, the president of the merchant-services company, tries to gear agents to move from the lagging 80 percent into the top 10 or 20 percent of sellers. He does that through concentrated, thoughtful, in-the-field strategies, warming reps up to clients first with short, non-pitching meetings. Then he asks them to “open their mouths” and deliver a pitch just days after they’ve gotten their feet wet from dropping off BPS materials at prospects’ offices.
The tactic works, he says, and boosts their performance through gradual sales improvement rather than a do-or-die approach to closing the deal.
Yes it does work well since selling involves consistent behavior to be successful.
…feedback is the key to migrating a rep from average to stellar. Don’t just verbalize whether a call was good or bad, Johnson says. Create a feedback report on paper and write down comments the rep can revisit later, along with a rating scale of how well he performed on the job.
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