John Connor couldn’t believe what he had just heard. It had been a long day that had included a four-hour drive along Interstate 37 on a steamy April morning in Texas. Connor, president of Quality Assessments Mystery Shoppers Inc., was meeting with the owner of six fast-food restaurants in Corpus Christi to pitch his firm’s service: sending undercover evaluators to assess employees’ customer service skills. The meeting had gone well so far. The prospect saw the need for third-party assessments and liked that Connor had a track record in food service. Connor had every reason to expect that he’d be able to strike a deal.
“Advanced Sales Force Management”: Mastering the ability to assess, manage, motivate and develop your sales force to maximize sales excellence, increase competitiveness and up productivity.
“Sales reps are probably the hardest employees to bring into a classroom for two or three days,” says Joselyn Davis, vice president of product development for The Forum Corporation, a Boston-based global training company that designs programs for Fortune 500 companies. Why? Ask any sales manager.
I was six years old. She was somewhere between 65 and dead. She wore a coal black, floor-length dress that had an imposing hoopskirt with pleats that quivered like tentacles when she walked. A black bonnet encased her head, tied severely with a black ribbon under her chin. This was a true Bride of Christ from the old school.