Healthy Sales in 2006 --DeWese

Here are the reasons for so many underperforming salespeople:

We don't train print salespeople. Either we provide no training or it's sporadic and poorly delivered. No one really knows how to train print salespeople because we haven't properly researched the tasks that are required. NAPL and PIA have sales training programs, but they have to work hard to get enough participants and no one has ever really emerged as a great sales trainer. The high performance salespeople either trained themselves or were blessed with owners or sales managers who personally provided training and made it a consistent activity.