Sales reps – don’t forget to follow-up!

Sales reps much follow up!

Sales reps much follow up!

We’ve been interviewing several MedTech sales managers this past week. One question we posed was: What do you think are the keys to a sales rep’s success? The first answer we heard was “follow-up”.  We smiled … MedTech and other B2B customers we’ve surveyed over the years have universally told us that what was most important to them in a salesperson is, “do what you said you will do” – or in other words, follow-up …  keep your promises.

It was interesting that “knowledge about their products” didn’t make the survey short list – it was expected that successful sales reps “know what they’re selling.”  Simply put, it’s the ticket to the dance.  Plus, the buyers noted that today they have a wide variety of online sources for finding out about products.

But, in the buyer’s eyes, following up is one of the fundamentals for building trust and establishing a business relationship that separates those top sales reps from the others.

As sales reps seek ways to create value for customers – it’s important to note that value is not created solely by what you’re selling.  Of course sales reps must be able to position solutions in a compelling way and talk about the value-adds the company can provide.

But salespeople can create customer value by how they sell, as well as, what they sell.  Following up is key.  It creates customer value – and sets the stage to increase the likelihood of future sales success.

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

©2015 Sales Momentum, LLC

Technorati Tags: , ,

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
This entry was posted in Sales Best Practices, Sales Call Execution, Sales Strategy and tagged , , . Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>