So how do you know if your getting it right, and where your program might have gotten off-track?
I posed this question to Jim Ninivaggi, the Practice Leader of SiriusDecisions Sales Enablement Practice in a recent webcast interview – Why You Have to Get Value Selling Right.
His answer was wise, simple and straightforward, consisting of just 4 simple questions you can ask your team to assure that you’re sales reps and specialists get it and are on their way to success.
Regarding your sales reps and consultants, and the use of your value selling tools and program:
1) Do they know what job needs to be done, and why? – Are your reps and consultants:a.Conscious that they have to change their approach, know the cost of “do nothi…