Working with sales managers in the construction materials industry has taught me many things.
- The customer is going to call the sales person if they don’t get the right answer from operations.
- The customer is going to blame the supplier for any and all job-site problems.
- The customer is going to threaten to leave if their price goes up – for any reason.
- The customer is going to expect perfect service even if it’s impossible to deliver.
- The company is always going to ask for MORE VOLUME no matter how good last month was.
- There is always another form to fill out or spreadsheet to update – due tomorrow AM.
Because of this, I had to design a “sales training program” that was different. A program that ACTUALLY helped the account manager, not just their bosses and company shareholders. So, I listened, learned, and experimented – and came up with the best way to get buy in, results, and adoption… ONE-ON-ONE LEARNING!