Are Your Sales People Up To It?
  Why do some sales people achieve great deals time after time, when others succeed only some of the time - and some not at all?Phil Lee of international training company Sandler Sales Institute says working out how your sales people approach their job will also help you eliminate the problem areas. He's coined the phrase "Gainers, Maintainers and Complainers" - a concept originally designed for all employees - to categorise the three main sales types. As he explains to Heather Dawson, drawing such distinctions makes it a lot easier to know if your sales people are up to the challenge and worth investing in - or if they'd be better off working elsewhere. Phil Lee starts at the top with Gainers. Topics: Marketing & Sales |
 Phil Lee, Sandler Sales Institute |