Creating value – top sales managers share 5 ideas for new sales reps

Building credibility

When new sales reps get their first territory, the assignment comes wrapped in excitement – and a bit of terror.  All sorts of questions float through the sales rep’s mind, such as I’m new, so how can I be credible?” and “How can I provide value to the customer?” 

It’s a bit too much to tackle in one blog post, but we thought we’d start the journey by looking at value. We asked first line and middle level sales managers at a Fortune 500 company: What would you tell new sales reps about how they can learn to provide superior value to their customers? Here are some of the points they shared with us … 

  1. Learn the customer’s business.
  2. Develop a passion for your business – it will wear off on the customer and help you develop a long term relationship.
  3. Focus on your customer’s needs. Learn from the customer how they define value – don’t make assumptions – remember what value means is different for every organization and every individual contact.
  4. Provide service. And, when possible, leverage the expertise you’re bringing to the customer from prior position.
  5. Don’t over-promise – the customer remembers what you deliver, not your best intentions.

Check out other posts on sales effectiveness at the Sales Training Connection. 

©2011 Sales Horizons™, LLC           

About Richard Ruff

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. During his career Dick has authored numerous articles related to sales effectiveness and co-authored "Managing Major Sales", a book about sales management, "Parlez-Vous Business" which helps sales people integrate the language of business into the sales process, and "Getting Partnering Right" – a research based work on the best practices for forming strategic selling alliances. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.
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