Valuable Sales Lessons from a Local Business Leader.
Posted by Frank Belzer on Mon, Jan 17, 2011 @ 07:57 AM
On MY WEEKLY RADIO SHOW - "SALES TALK LIVE" last Wednesday I interviewed Peter Stanton of the WBJ. He discussed a number of interesting topics related to his 30 plus years running and interacting with companies all over New England. Fair to say that Peter is a local Business Leader if not a Regional One.
One of the issues that Peter brought up related to that of transition - how do you get sales people to grow from one type of sell to another?
In the past the WBJ was simply a periodical, now it is On-Line, It organizes events and shows and therefore the "sell" is entirely different. Not everyone is capable of making that transition to a more consultative approach - "even sales people that were great in one space might flounder in another!"
Does that surprise you?
When we try to match sales people for a sales position we don't only look at skills, crucial elements, track record or weaknesses - we also look at how well they match the person they will work for, the company philosophy, the sales cycle, the industry etc.... why? Because Peter is right. Success in one area is no guarantee of unstoppable success somewhere else.
