Preparing Salespeople

A new product is an intrusion. It takes time. It disrupts schedules. It involves change and risk. Salespeople are known for wanting new items to sell, but there are still negatives. Salespeople are not usually given reduced territories when asked to sell a new product.

 

It is important (1) to investigate in advance any possible reasons why salespeople might object to the new product, (2) to give them all the training and materials they need to be effective, and (3) to make sure the product is available, in their territories, when they start writing orders for it.

 

The key is to do your job such that they can do their job. That means to have a product that customers will understand to try, and to train the sales force to understand and communicate the story. This training should use the latest technologies

 

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please contact www.asifjmir.com, Line of Sight

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