In one of my operating jobs I oversaw a 60 person sales force. Two points came away from this experience:
- Bad sales people show up early in their time with a company; a bad start almost always means a bad sales person
- Good sales people are consistent month to month in achieving their targets and earning the resultant bonuses
What I found about good sales people is they almost always ask a new customer at signing for a referral to another prospect. Nothing more compelling than calling a prospect and saying "Joe Blow just signed up as a customer and he thought you would be interested in.....".
A good discussion of sales referrals is in this blog post on Selling Magic. Don't be confused by the purple banner. I found it on Twitter.
Following the advice in the post, I would ask my readers to refer their friends to this blog, tell them about my upcoming workshops at FIU and most importantly refer prospective clients. Thank you.
Miami, FL
