Ideas Worth Using
BJ’s writing and coverage from around the industry.
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Sales: Practice skill building
Most of the time, it’s correcting. This manifests when the sales leader takes over calls when they see the rep have a misstep, or while debriefing a call they list what the rep should have said instead.
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Sales: Organize a strategic sales plan
Why do my reps keep visiting accounts that never grow? They spend more time with these accounts because the fear of loss is greater than a potential reward.
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Sales: Install productiveness, not busyness
At the end of each month, a sales rep explains all the calls they made, time they spent driving and money they spent on in-services. They were definitely busy.
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Sales: Forge ahead with confidence
Do they show up and throw up, listing the equipment your company provides to the gatekeeper of an account? Do you hear this response: Do you have information you can leave with me?
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Aging in place shifts from reactive to proactive
A major theme at VGM Live at Home’s Building Opportunities Summit, held Nov. 6 to 8 in San Antonio, was how home access professionals can help seniors take a more proactive approach to aging in place.
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BJ Anderson 