Top sales people don’t just get to where they are because they make a lot of calls, or because they know the best closing techniques. In most cases, their clients have come to see them less as commission earners and more as trusted partners. In those relationships, when the customer recognizes they’re truly cared for, [...]
Is your sales force equipped for success this year? Or is it time for some dreaded-but-much-needed change?
Whether we’re talking about technology change (a new CRM platform?), strategic change (from transactional to consultative), compensation structure change (aargh!), Dave Horsager has created a 10-step process for instituting lasting change:
Build trust.
Create a unified spearhead team.
Establish a pressing need for [...]
Professor John Whitney of the Columbia Business School said, “Mistrust doubles the cost of doing business.”
Dave Horsager, author of The Trust Edge, argues that it costs even more.
“Trust is not just a ’soft skill;’ it is the fundamental key to all lasting success. Without trust leaders lose teams and sales people lose [...]
