From the course: Sales Performance Measurement and Reporting
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Effective use of promotions with accounts
From the course: Sales Performance Measurement and Reporting
Effective use of promotions with accounts
- Very early in my career, I made a sales call before I had gone through the formal training program with my company. I was excited, energized, in my mind, fully prepared. So well prepared that I brought a separate salesman sample bag full of marketing materials, catalogs, sales sheets, and copies of all of the various promotional offers that we had available. It was quite a sight, and it did bring a smirk to my buyer's face. The evaluation and measurement of how salespeople put to use the promotions and collateral material developed is often seen as a subjective analysis. In many ways, it is, and certainly historically, that's been the case. In the example from my story, I was ineffective by bringing all of those materials and I chalk it up to a rookie mistake. However, through the years, most salespeople are accused of using collateral material at a bare minimum. The first step that needs to be done is a rigorous…
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