Leading sales trainer and author, Colleen Francis, recently had this to say about first impressions in sales:
Salespeople will generally have between 4 and 30 seconds to make a first impression on prospective clients that will compel them to want to engage
This is a sobering observation. Most companies have a limited number of prospects and can ill afford to be making a poor impression that ends up in a prospect taking their business to a competitor. So it behooves the sales manager to make sure reps are properly prepared to make successful calls and/or the right reps are on the sales team.
To your success!
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Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
Latest posts by Eliot Burdett (see all)
- B2B Sales: 7 Ways It’s Changing Fast - October 15, 2018
- 6 Common Traits of Top Performing Sales Organizations - September 14, 2018
- 65 Sales Interview Questions to Ask Sales Candidates - January 14, 2018