Competence is the lubrication that keeps the engine of a building products company running lean and mean. Fewer things, however, are more certain to seize up this engine than not replenishing this precious oil. So what are the costs to your company when a salesperson comes unequipped with the proverbial clue? Dave Kahle explores the hidden costs in an article for Building Products Digest, Stop the Bleeding: Why an Uneducated Sales Force is the Biggest Single Drain on Corporate Profits. Kahle relates his discovery of a fatal flaw in a salesperson’s approach that was costing dollars in time misapplied and opportunities missed each day. Kahle urges employers to remember, however, that these faults are rarely the by-product of intrinsic stupidity. Rather, salespeople often learn their job by trial and error, and in the absence of training and education, will default to what they believe works. Companies, Kahle states, must invest the resources in educating their sales force, rather than practicing faith they will learn to be effective on their own.
@NeilAndrewJames
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