Questions

The experience I’m going to share in this article has got me thinking, as I often do, about the plight of sales people that are out there performing a difficult job without the proper training and tools. It troubles me that companies waste many millions of dollars each year because of poor training. It also troubles me that these same companies continue to raise the bar on their sales people and yet shortchange them on the tools to achieve these lofty goals.

My training and coaching philosophy is based on a few foundational principles of which planning is fundamental. The road to more appointments, referrals, and sales is paved by effective and diligent planning. The confidence that we grow and maintain, that is so well received by our customers and prospects, comes in large part from being prepared.