How do you motivate or incentivize your best reps to stay with the company when the company is going through change and quota attainment may not be as realistic if the company is shifting focus?
- [Greg] Hi, my name is Greg. … I am a consultant … in the New York City Metro area … and my question is we are often stopped by quote gatekeepers … and in giving them the proverbial 20 second elevator pitch … they associate us with another type of organization … and typically deny access to the decision maker … as if they are speaking on their behalf. … The question is in order to gain access to decision makers, … what methods would you suggest … when the conventional means of doing so are unsuccessful? … - [Interviewer] Greg, did you hear me groan? … I'm nodding my head in agreement as I listen to you talk … and ask me this question about gatekeepers. … You know, so I've loved my job … being in sales my whole career. … Sales discovery for me is fun. … Handling objections, … it's a part of the game. … Closing a deal, … if you've handled your sales process correctly, … asking for the business is pretty straightforward. … Meeting the gatekeeper and getting past them … for me I'd say by far it's the biggest frustration …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient