Have Companies Taught Their New Reps – The Wrong Targets….The Wrong Objectives….?

By Sid Chadwick

“Just get the correct job specs, get those specs to our Estimator, and then our price to the Buyer – 1^st – don’t worry about the other job-related issues at the Customer…”     Instructions to a company’s New Outside Sales Reps

INTRODUCTION:

We disagree with those instructions….and Sr. Production Mgmt. at that company – also disagrees…!

Sr. Production Mgmt.’s unsolicited private opinion: “We too often give away a lot of pricing margin….. that’s unnecessary…..while losing some jobs to smarter Sales Reps, who do ask background questions that alert the Buyer to important Issues.”

I had to ask, “Do your senior, seasoned Outside Sales Reps ask their Buyers job-specific questions – that win work…?

The prompt quiet answer was, “Almost always…”

And the reason new Reps aren’t taught those types of questions to ask? “Generally….the Sr. Sales Mgmt. - doesn’t like to Train…” (….or…. doesn’t have any patience or talent …for Training….!)

And there you have it…!

My bias is that Education & Training require a 6^th Sense Talent….Good Trainers not only can do it…They like doing it….(e.g., Teachers …and Nurses…!)….Building the competence (including “Values”) and talent… and performance of important, newly positioned individuals – for your organization…!

SUMMARY:

A CEO I admire greatly – recently asked, “Where can I find the Sales Mgr. I need…?”

My answer was, “It’s probably not your top Sales Rep….though it could be….He or she needs to be respected, and get great, deep personal joy from developing disciplined talent….and department morale…and Teamwork with Production Departments…and company performance – for customers – and their resulting loyalty….…that yields great company performances…!...He or she must be a hunter…for what’s new….for what’s helpful…for what’s changing with Customers…..and how a strong work ethic carries not only individuals over rough patches, but also organizations.”

What I’m talking about…is Leadership…with a Mission…..!

What’s your future – without strong Leadership in Business Development – with a Mission…?

Every year, we see organizations in our Great Industry close their doors, with capable Production personnel – and equipment.

“It is the customer who determines what the business is. It is the customer alone whose willingness to pay for a good or a service converts economic resources into wealth, things into goods. What the customer thinks he’s buying, what he considers value is decisive – it determines what a business is, what it produces, and whether it will prosper.”…..Peter F. Drucker, Consultant, Writer, Lecturer, “The Father of Modern Management”