An interesting piece of research from the Marketing Leadership Council shows common approaches to equipping Sales Reps so that they can successfully engage and convert customers during these economically challenging time. The 6 initatives that marketers can support are:
Better communicate the value proposition
Build business acumen
Build Rep confidence
Reinforce the sales process
Strengthen customer relationships
Increase Rep effort
There are also some useful profiles of sales reps, including:
The Challenger - someone who always has a different view of the world, understand the customer's business, loves to debate and pushes the customer. Another one is The Relationship Builder - a Rep who build strong advocates in a customer organization; is generous in giving time to help others and gets along with everyone. There are others too.
The research shows that Challengers are far more likely to be high performers than any other profile
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