Jeff Hoffman gives perspective about seasoned salespersons and offers steps that can help avoid making common errors.
He lists these five mistakes he has observed with seasoned reps:
- They over-qualify
- They lean too heavily on existing champions
- They stop learning
- They haven’t networked within their company
- They ignore the importance of small deals
Considering all animal health pros are ultimately transaction dependent, Hoffman’s observations are relevant to how we interact with clients, divide attention within staff groups and potentially how we limit access to a broader audience for those trusted reps valued as a resource.
Source: Hubspot, May 14, 2019. Link.
Rookie or veteran — you’ve got to keep learning and moving forward.
INSIGHTS: Consider reviewing the last 10 interactions you had with customers or internal stakeholders. Note who you seek to truly engage and who you essentially snub.