In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 “generalist” salespeople, but these salespeople were doing a poor job of selling software. The distributor’s management felt a team of specialists could help jump-start growth in software sales.
This was a very interesting project for several reasons. First, the distributor had sixteen software products in its portfolio. Second, they couldn’t afford to hire experienced software salespeople. Instead, we needed to hire good consultative salespeople and train them to sell all sixteen software products. We also needed to write a business plan, get a budget approved, hire six salespeople, train them to sell sixteen software products, and have them working in the field. within 90 days .
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Sales Training - How To Get Dangerous Quickly With New Products And Services
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