The sales environment can be cut-throat and sales people can be very protective of their intellectual property – that is, their sales methods. Sales people can often operate in their own silos, which is counter-intuitive to a business that is genuine about doing the best by its customers.
But good companies need to break down these barriers and force top sales people to share ideas.
Try getting all your sales people together for a brainstorming session to create a sales process that everyone can do. Naturally, this should be led by your sales stars, who will hopefully pass on tips and advice to help other members of their group start climbing towards their level.
Trent Leyshan, managing director of sales consultancy firm Boom Sales
James was the editor and publisher of SmartCompany and LeadingCompany for five years. He is now the Australian Financial Review‘s companies & markets editor, and a former BRW editor.
