06.27.19
Who Brings the Business- the rep or the product?
Two sales reps work for the same company- similar territories, accounts, same product lines. However, with all of the similarities, one territory significantly outperforms the other. At a recent meeting of owners discussing vendor’s performance, in one region the vendor was the greatest while in other regions the same vendor was viewed as a poor performer. The discussions didn’t center on the products, or upper management but revolved around the relationship and the service that the local sales representative provided. Typically, the best product on the market does not sell itself unless someone, a trusted advisor, is sharing with their customer what solution the product is delivers.
Part of coaching a team is making those difficult moves when someone is not performing and building client relationships in the field. Just as in sports, coaches have to make decisions to change the line-up for the overall health of the team and business leaders have the same responsibility to make those moves for the good of their organization and their customers.
Regards,
Brian
