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.

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©2015 Sales Momentum, LLC

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.
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