Any executive who has worked in sales understands that most salespeople are not natural superstars, but with the right training, tools, and framework, most can competently reach their goals.

The practice of sales has evolved tremendously in the last 10 years. Customers can easily get product information, search competitive vendors, and develop a level of expertise before ever having contact with a salesperson. So salespeople had better be prepared to add value to the conversation when they get to actually engage with a prospect.

This Best Practices installment focuses on how to best prepare salespeople to be more effective when interacting with customers, preparing for sales calls, and even generating their own leads. Sales is a tough job, but all too often, it is made more difficult when salespeople aren’t given the training and tools to help maximize their probability of success.

Bob Fernekees
VP/Group Publisher
CRM Media
Information Today, Inc.