{"id":585,"date":"2007-01-18T12:45:52","date_gmt":"2007-01-18T18:45:52","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/what-not-how-part-2\/"},"modified":"2007-01-18T12:45:28","modified_gmt":"2007-01-18T18:45:28","slug":"what-not-how-part-2","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/what-not-how-part-2\/","title":{"rendered":"What, Not How &#8211; Part 2"},"content":{"rendered":"<p>Just caught up to this SM&#038;M article &#8211; <a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/publications\/e3i5359c8590dd2778ae4191d1e7847d325\" target=\"_blank\">Advise from the Field<\/a>. A couple excerpts:<\/p>\n<blockquote><p>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. <strong>He does that through concentrated, thoughtful, in-the-field strategies<\/strong>, warming reps up to clients first with short, non-pitching meetings. Then he asks them to &#8220;open their mouths&#8221; and deliver a pitch just days after they&#8217;ve gotten their feet wet from dropping off BPS materials at prospects&#8217; offices. <\/p>\n<p>The tactic works, he says, and boosts their performance through gradual sales improvement rather than a do-or-die approach to closing the deal.<\/p><\/blockquote>\n<p>Yes it does work well since selling involves consistent behavior to be successful.<\/p>\n<blockquote><p>&#8230;feedback is the key to migrating a rep from average to stellar. Don&#8217;t just verbalize whether a call was good or bad, Johnson says. <strong>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<\/strong>. <\/p><\/blockquote>\n<p><a href=\"http:\/\/www.selectmetrix.com\/Sales_Dev_Plan.html\" target=\"_blank\">We offer a solution for sales managers who want to grow their team.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Just caught up to this SM&#038;M article &#8211; 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 &#8220;open their mouths&#8221; and deliver a pitch just days after they&#8217;ve gotten their feet wet from dropping off BPS materials at prospects&#8217; offices. The tactic works, he says, and boosts their performance through gradual sales improvement rather than a do-or-die approach to closing the&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/01\/what-not-how-part-2\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[4,9],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-9r","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/585"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=585"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/585\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=585"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=585"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=585"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->