The Differentiators – Skills and Knowledge

Skills and knowledge make your sales reps more effective and help differentiate them from the competition. Skills Skills  – abilities acquired through training. If you’re hiring reps who are new to sales, expect to spend time training them in effective sales techniques and developing their skills on the job.  Experienced sales representatives already have the …

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Traits of Good Salespeople

To identify good sales people or people with good potential for selling, you need to identify candidates with specific traits. Traits are genetically inherited or environmentally influenced features that a person possesses.  Regardless of the product or industry, traits become the baseline for recruiting sales representatives. Customers make primary contact with your company through your …

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How Complex is Your Sale?

When building or rebuilding your sales force, consider the complexity of selling your product or service.  This helps determine the skills, style and expertise you need to look for when hiring sales reps.  Answer these four questions: Are your product’s differentiators easily understood and accepted by the market? Products that are easily understood, inexpensive and …

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Welcome to “Top Line”

“Top Line” is directed to sales and marketing executives, CEOs, other senior management and entrepreneurs who are interested in managing and improving their sales and marketing functions.  Each week, I will share some of the experience I’ve developed over a nearly thirty-year career in sales and marketing management. Over the coming weeks, I will address …

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