By Sid Chadwick“
“He that will not apply new remedies must expect new evils, for time is the greatest innovator.”…………………………Francis Bacon
Experienced Reps Learning New Resources, Tools and Strategies
INTRODUCTION:
Half the Students in our Second Class – average over 30 years of Sales experience – in our Great Industry.
These Students recognized that successful selling in today’s changed environment – is very different.
In our August 20th Class, we introduced and demonstrated a new Database (to all Students in the Class) - for (a) New Account Development, and (b) neglected Customer development.
Over the next ten weeks, we will introduce and demonstrate, and expect Students to learn and demonstrate – at least three more dramatic Databases, plus multiple tools and Resources.
Homework Readings & Assignments are distributed – every Thursday morning – for the following Wednesday Class for Thirteen Weeks.
Our students learn from Assignments, and they learn from Class Discussions – every week.
SUMMARY:
Smart, experienced Sales Reps know when they need to …..“sharpen the saw.”
My observation is that market conditions have worn down many previously successful Sales Reps by Buyers who are consolidating their Suppliers, and not investigating new Suppliers for lack of time and their personal experience to evaluate those Suppliers.
Inexperienced Reps and CSR’s love having experienced Reps in their Class.
Over the years, “tuning-up” a previously top Sales Rep – proved to be a very smart investment – especially when they were able to learn to use a treasure of New Resources….!
“All that is human must retrograde…if it does not advance.”………..
……………………….Edward Gibbons
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