by Dr Greg Chapman
The story is so common. A business’ sales are down, so they hire a sales person. After a couple of months with little or nothing to show for their efforts, they let the sales person go. Was the sales person not up to it? In my experience, it is usually not their fault.
In most cases, the owner has done little more than explain what their products are, and given the new sales person a list of names for the person to contact. In many cases, cold calling potential buyers who probably had just seen off their competitor moments beforehand. What sort of reception do you expect them to receive?