Adam Sand says you need a dedicated sales leader who runs two hours of weekly training on closing techniques and handling objections. The leader must know your sales pathway and coach reps when they miss it.
How do you recruit and then retain sales reps? Well, the retention really comes from two things. You need a sales leader, and that sales leader needs to focus on the sales team at least two hours a week in terms of having a presentation. Training. This is how we set ourselves up for the sale so that people will say yes, and then this is what you do and they say no. And that's your objection. Training. So what is the pathway to success and what do you do when it doesn't work out? And that sales leader needs to know that pathway of success.
