• Salesperson 1 shows up two hours late to an appointment with no call, email, or explanation upon arrival.

• Salesperson 2 backtracks on prior, written, sales programs, resorting to name-calling in the process.

• Salesperson 3 “drops in” unannounced and offers no focus/value.

• Salesperson 4 fails to return phone calls and emails – and allows his staff to justify the behavior.

• Salesperson 5 uses the same canned message for every type of prospective customer.

I know sales quite well. I engage with salespeople all day long. I also sell. Continue reading