Big fish, new pond
A decision to keep only the 'safe' members of a sales force has coincided with an upsurge in new business. Can coaching take them out of their comfort zone – and into new ways of selling?
Valerie is sales director of a large manufacturer. The difficult economic climate has led to a decision to reduce the sales force by 50 per cent. Valerie has decided to keep on the more experienced members of the sales team because they have strong relationships with the larger key accounts that provided a substantial chunk of her business target. However, while they are great at account management...
To read more please either login or subscribe.