Coach Call Reluctance Into Eagerness

 

Astute sales managers  understand individual sales person tendencies for migrating to customers they feel comfortable with due to personality, situation, transaction size, sales cycle, applications, etc. They use this knowledge to match the best fits within their team.

 

But, when fear is the overriding factor for not making an approach or follow up call, suggest that sales people conduct ongoing customer benefit surveys. They'll discover that many customers have gained much more benefit from their purchases than your company has gained from their sales. They should develop a habit of telling these success stories.