Understanding the Sales Force

You may recall a post from March 11, featuring Dunkin Donuts, having to do with sales competencies and sales compensation.  Today, I saw a sign on the door at Dunkin Donuts that said, “Salespeople Wanted”.

It might not work the same way for you as it does for me, but I’m all for exclusivity. Simplification, predictability, efficiency, better relationships, peace of mind.

Maybe it’s just too damn hot down there.  Which ever one you choose, there are always plenty of blood-boiling, frustrating, aggravating reasons for hating Disney. So why are 70% of the visitors returning to the scene of the exhaustion?

My grandfather sold cars during World War II and until he passed away in 1968.  At one point he even owned an Edsel Dealership, which said more about his confidence in his selling ability than it did about his ability to make a good business decision. If you’re wondering, the selling gene skipped a generation and a half because my dad was an optometrist and I was an acute introvert for the first half of my life.

First, before you read on, you’ll need to read this post.

Next you’ll need to read Geoffrey James rebuttal post.

I apologize to Geoffrey James for making the assumption that he is not an expert on the subject of sales.  My research failed to turn up anything other than his blog and I’m very sorry that I did not conduct a more thorough research effort.  

A group of salespeople in today’s training revealed that their biggest challenge is dealing with prospects who tell them that they saw something similar for a lot less money.  When asked how they handle it, they unanimously said that they justify (read defend) their price.  They failed to realize was how weak their position is and that the prospects don’t really care.