There is so much more to selling than being good at sales. It starts with having a great product or service. It continues with having an organization that supports the sales team.
If you have a great sales person who does the job of getting great orders, and then the product or service is late or does not meet the expectations of the buyer, the chances of getting repeat sales diminishes. Repeat sales are a huge part of good selling. If your sales reps are excellent at serving coustomers and generating business, but your company does not allow them to thrive in this aspect of the business, this is a problem.
Selling really starts with the product or service, continues through every aspect of the company, and is carried out by the sales representative. If your company does not have this system in place, dont't just blame the sales rep for failures or shortfalls.
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