Management Strategies — Secrets to Solution Selling

THE MAJORITY of us have faced challenges finding good salespeople. In my darkest days, I once found myself letting my entire sales staff of seven go because not a single one was covering their draw.

Fortunately, we were later able to attract, develop and retain a staff of multi-million dollar producers. The underlying difference was that we replaced “transactional” salespeople (who sold strictly on price) with “solutions” salespeople.