Successful salespeople excel at adapting the “canned” marketing message to the customer’s concept by adding perspective.
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Challenged with a multi-national and multi-channel sales force, Herman Miller’s Asia Pacific division looked to develop consistent best-practices among its diverse team.
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“We needed something repeatable and predictable.”
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Insights from the sales experts at Miller Heiman.
I thought for sure that deal would close last month!
How many times have you heard one of your salespeople say that? Customers can be some of the most unpredictable people you’ll ever meet. Just when you think they’re ready to make a decision, you discover they’re three steps behind you in the sales process. Continue Reading
According to Business Dictionary, performance is defined as “the accomplishment of a given task measured against preset known standards of accuracy, completeness, cost, and speed.” It is a result to be measured. Accountability, on the other hand, is a virtue. It’s the willingness to accept responsibility. Accountability is a key ingredient for achieving the expected performance goals. Accountability across the sales force ensures that the sales force’s energy is focused on executing the strategy successfully; that the right actions are in place to become world class. Continue Reading
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