Are you motivating all the members of your sales team? Hi, I'm Jim Pancero, helping you become a stronger leader of your sales team.

The reality is when we define your sales team, the people that are in front of your customers, there's a lot more of those individuals besides just your outside salesperson. What are you doing to make sure that your drivers and your inside sales people understand their importance to your selling efforts and are being affirmed and thanked for what they do and all the efforts they put in for your customers. This is a great time to coach them on how they could respond to customer challenges or customer complaints when they hear them, so that they're more persuasive instead of just saying, you'll have to ask my manager, you'll have to call in and talk to customer service. The idea is we want to make sure that your drivers, especially the people that in a lot of cases are spending more time with your customers than your outside sales reps are, that they understand how they can be more persuasive and effective. Not to act like a salesperson, but to act like a driver that really cares about their business. Sometimes that takes us coaching to help make sure they're given the right answers when they're put in those situations where they tend to be challenged or asked questions from their customers.

The reality of our process is selling the day and the measurements of our company and our value of uniqueness that we provide to a customer is now based on all members of the sales team, your drivers, your inside people, your technical experts, your managers, and your outside salespeople. We need to make sure all of them are in coordination and understand the direction and focus of where you want to take the customer and what you're trying to achieve. So everybody can support those efforts and increase the overall persuasive efforts of your company.

Would love to know how you're doing with this, would love to answer of your questions, would love to help if you would like some assistance with training your people. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage.