David H. Glavin
GLAVIN INDUSTIRES, INC.
“Without the constant reinforcement we’d fall back into our old habits and stay there. The ongoing exposure is crucial.”
About two years ago, I decided I needed an outside expert because I felt the sales people were not listening to me anymore. They didn’t view me as a sales manager or sales professional; they viewed me as the owner of the company. So I felt an outside expert was appropriate. I surveyed the marketplace and Sales Concepts fit the personality of my company best. We now have a much clearer and focused approach. My sales people have been so much more productive and efficient in generating business—productivity has gone up at least a third, maybe even 50 percent. Readily accessible training and coaching calls and the reinforcement of ongoing learning are critical. Just the other day on a sales call—after 28 to 30 months of training—one of our sales guys fell back into his old habits. He recognized what was happening immediately and was able to regroup, to almost start over, and he did it better. Without the constant reinforcement we’d fall back into our old habits and stay there. The ongoing exposure is crucial. There’s also the benefit of debriefing after the call to search for opportunities where we can do even better the next time. It’s another one of those habits you have to develop for continuous improvement. Sales Concepts client since 2004