John Purdy shares the secrets to his sales team success in this short video. He makes a distinction between sales people who are there to identify business opportunities and “technologists.” The latter are brought in to share their expertise on the problem at hand – the former to open the door.
Coaching is important and all new recruits go through a structured programme.
Selling has changed according to John – it is no longer about employing Closers as sales people as at least 70% of the buying decision is made before people reach out to you in the first instance.
To motivate staff bonuses are shared on the reaching of set goals. A very insightful into the new type of sales person.