As a sales manager, it’s important that your team share information when a major sale is made or lost. These lessons are invaluable in ramping up new sales people and helping the existing sales force overcome objections.
At your next sales meeting, ask your folks about the last big sale they made:
- How was the first contact made?
- Who was your competitor?
- What did they do right and what did they do wrong?
- What did the sales rep do right and wrong?
- Who helped in the sale?
If you’re not a sales manager, try asking those questions of salespeople that work with you. The answer to a pressing question might be sitting right next to you.