Dead Last? A Sales Leader Can Turn It AroundBy Christine Corelli
Article Date: 06-01-2011
Copyright(C) 2011 Associated Equipment Distributors. All Rights Reserved.
A few years ago, a new sales manager inherited an eight-person sales team that was ranked dead last out of six dealer branches. His one decent producer was an 18-year veteran with the company. Other than that, no one on the sales team had more than one year of sales experience or any formal sales training; they had only received product training from the manufacturer's sales schools. To make things worse, the sales staff had a pitiful attitude. In the first two weeks, the manager consistently received excuses for poor performance: "I have a lousy territory!" "Our prices are too high!" "Contractors are loyal to our competing brand!"
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