People don’t buy from people they don’t trust. Without establishing credibility with a new sales prospect you will fail to close the sale.
Not all sales people are equal. Depending on the complexity of the sales environment, different skill sets are required. When you hire the right person for the job, you are far more likely to enjoy sales success.
We are seeing the rise of a new kind of a sales team – a sales team that does not share an office and whose boss is not physically behind them, overseeing their every step. This presents special challenges for a sales manager.