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Produttore (Robert)

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VP, Operations

32 points

Dec. 14, 2010

Produttore (Robert) recommends this answer by Steve Young

What are the most common things you find lacking in most sales training?

Hi, Alison. You pose an interesting question, which requires each respondent to assume a point of view. Several perspectives—the salesperson, business owner, sales manager, and savvy sales consultant—can provide insight into what “most sales training” lacks.
As broad knowledge of or experience with sales training ... more

Sales Training Techniques

Sales Training/development

Dec. 4, 2010

Produttore (Robert) recommends this answer by Steve Young

Sales Enablement: What are the top sales enablement trends to watch in 2011?

Michael, “sales enablement” is a term that has found its way into sales terminology over the past decade or so. While the etymology of the term is unclear, the definition is particular to the synergy, and, perhaps, systems of people, processes, and technology functioning collaboratively ... more

Sales Enablement

Nov. 16, 2010

Produttore (Robert) recommends this answer by Steve Young

What is your method for getting "in the door" with that "perfect" lead?

Tim –
Getting “in the door” with a “perfect lead” is not a challenge – because the lead is perfect. Getting a meeting (“in the door”) with a “dream client,” however, can be a tremendous challenge. Since “perfect” leads represent prospective clients who are easier ... more

Nov. 11, 2010

Produttore (Robert) and 4 other people answered this question

Where do you send your sales reps for training?

Steve, You're a thinker!

Sales Training/development

Nov. 9, 2010

Produttore (Robert) and 4 other people answered this question

How do I turn my business into a franchise?

John -
What alternatives do you have in mind?

Franchise Operations

Franchise Opportunities

Nov. 9, 2010

Produttore (Robert) recommends this answer by Steven Roberts

My sales reps are in a slump, what do I do?

Thank you, Produttore.
Paul, I’ll gladly address your response once you’ve given me something that keeps my comments in context.
Gary –
Before you go uprooting your sales organization with some multistep program, I’d like to offer a thought on the subject….
While I do ... more

General Management

Sales Management

Sales Representatives

Nov. 6, 2010

Produttore (Robert) recommends this answer by Steve Young

How do you start formulating a sales training strategy?

Paul –
Judging by your last post, seems you may be new to these forums. Consulting of the sort that someone would pay for is NOT what takes place here. Typically, it is the case that those who post questions do not include the necessary ... more

Sales Training/development

Nov. 5, 2010

Produttore (Robert) recommends this answer by Steve Young

Sales Training: How do you determine the starting goals for new sales reps?

Charlie –
Why is there a need to create sales goals for new hires?
Why don’t reasonable goals already exist?
As a general practice, my teams follow a predetermined course to “success.” That is, questions such as yours and related questions are answered before new ... more

Sales Relationships

Nov. 5, 2010

Produttore (Robert) recommends this answer by Steve Young

What do you think is the single toughest question thrown at a salesperson? And the best answer?

Charles –
Questions such as “Why should I buy from you” should not be tough for a salesperson. The fact, that, for many salespeople, these sorts of questions are tough would be worthwhile to explore. As for the question at hand: in my 25+ years ... more

Toughest Question

Sept. 2, 2010

Produttore (Robert) recommends this answer by Steve Young

Have you ever put someone on a performance plan? If so, what are your recommendations?

Tim –
One of my client hired me to improve the performance of his underachieving reps. I created a performance plan based on:
1. Sales training. You must ensure sales people KNOW how to sell correctly.
2. Company objectives. Performance must improve across ALL areas ... more

Human Resources

Performance Evaluation

Performance Plan

Aug. 31, 2010

Produttore (Robert) recommends this answer by Steve Young

What do you consider to be the components of "sales management"?

Glenn –
The demand of a sales management role is relative to several variables. Therefore, there is no way this question can be answered intelligently without one knowing the context in which “sales management” is an issue.
Rattling off stock qualities of good sales management ... more

Sales Management

Aug. 15, 2010

Produttore (Robert) recommends this answer by Steve Young

What is the most important technique, habit or principle that you would offer to a new sales pro?

My advice to TODAY’S emerging sales pros:
TECHNIQUE: Understand and master the concept of “disinterestedness.” This technique wins Fortune-ranked clients, such as Coke, Walmart, P&G, Viacom, Intel, etc.
HABIT: Sustain “controlled persistence” (this is not mere persistence). This, in part, is essential in order to ... more

Career Counselling

Sales - Small - Medium and Large Enterprise

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