Why won't Salespeople call on executives? (My answers to Linked In Questions)

This is not a sales rep related problem, at least that is what I think. Over the years I have noticed that most organisations are spending even lesser time on their army in terms of strategic training that would constitute product traimings, customer acquisition methodology and bare sales training. Relationship building is not a lottery and requires careful planning and actual field level actions.

Depending upon the organisation, as a sales person you would sometimes need to attack at all levels and its not just a question of meeting different levels. For the problem that you are going to solve for the organisation, who are the key decision makers, who are the influencers, who are against you in terms of concept or competition. All of these need to be mapped.

It is again not a question of where you would start. Its more a question whats the easiest opportunity of opening that door and once you have opened it how would you cover the full building - the relevant areas of the building that is.

Sales perople need to be trained and monitored for such activities. Sales Strategy and Results monitoring are a given. It's measuring the efforts and taking corrective action is where most organisations lack in intent and design. Sphere: Related Content