In my 30+ years of sales management experience I’ve never once had a customer call me to complain that one of my salespeople, a technical salesperson with strong product or industry expertise, didn’t know enough about how to sell. So, could I please send someone over to talk with him who was more “salesy?”
However, I have had prospects call me to complain that one of my sales reps didn’t know enough about their business, or about our products, to deliver sufficient value to help them quickly navigate their buying process. So, unless I wanted them to take their business elsewhere, I needed to send over someone who knew what they were talking about.
Watch this video to learn the two outdated beliefs that prevent managers from hiring the salespeople who can best help their prospects to make fast, favorable decisions.