Why aren’t your products moving? Why are you not the Basis-of-Design manufacturer in specifications within your territory, or even nationwide? You know the superiority of your product – what’s stopping others from knowing what you know?

The problem is within your team. You may have hired the best salespeople that you could find, who showed real potential. However when faced with some of the real-world challenges of selling in this industry, they buckle under the pressure. They’re not in the right places, they’re not talking to the right people, and ultimately you’re not getting noticed at all.

What if you could train your existing team to become the right salespeople?

There’s an old saying which states that ‘you don’t know what you don’t know,’ and that’s true when it comes to supporting your technical reps as well.

Simply put, you cannot be in multiple places at the same time, and you simply don’t have the time or budget to follow each of them around to every trade show, shadow them at every meeting, or coach them through every conversation.

Moreover, times have changed since you came up in the field! You probably started in the day where there were only a few key players who you knew face to face, and it wasn’t hard to phone someone up or go for dinner or drinks and get a deal done over cocktail napkin sketches and handshakes.

Today it’s an entirely different world. The new salespeople of today have become the Zoom generation – a world that will never feel natural to you. They’re under pressure to bond with people they may not get to have dinner and drinks with for months, or even years. They need to build all new skills for connecting – and it’s a world that you simply don’t know.

It’s one thing to scoff at ‘changing technology’ or a ‘changing world’ or ‘new generation,’ but in this case it’s true. Your new reps are playing in an entirely new ballpark – it’s part of the reason why they’re struggling, and it explains why you’re lost as to how to help.