In most industries, SALES are the result of developed relationships. While it is easy to understand the notion that people buy from those they like and building a relationship is critical, many new sales reps start out with people they know that may have contacts within the industry one is selling into. The challenge is the qualification of their contact relations and the sphere of influence in the channel to which the sales rep is selling. Rating an individual highly on the basis that the sales rep knows them is unwise and often times the result of a cognitive bias. A critical evaluative component requires an understanding of the sphere of influence that the individual has within the target audience for the sales campaign. Another challenge is that individuals often times consider their personal power of influence greater than what it truly is, and use the perceived power to further their personal unspoken agenda which may include additional services at no charge, affecting profitability on their specific engagement with the sales rep. This is a time when the sales rep is sold by the client without knowing it. CHJ
Posted on: Mon, 16 Sep 2013 18:13:49 +0000
Trending Topics
Recently Viewed Topics
© 2015