Tag: QP3 Training Systems
Sales: Organize a strategic plan
July 6, 2026BJ Anderson
Q. Why do my reps keep visiting accounts that never grow?
A. They spend more time with these accounts because the fear of loss is greater than a potential reward. This fear compounds when the rep is on commission. They may protect their income and the “cash cow” feeding it.
They don’t ask for additional lines of business because “it would risk my relationship.” It’s a productive account, but it doesn’t require this much time.
Territory reps get sucked...
Sales: Install productiveness – not busyness
June 10, 2026BJ Anderson
Q. Are my territory reps busy or productive?
A. Probably busy and not as productive as you’d like. At the end of each month, a sales rep explains all the calls they made, time they spent driving and money they spent on in-services – they were definitely busy. But how did that equate to productivity?
There is a missing factor in this equation. We should be looking for busy, focused and productive reps. All sales reps are busy. Some reps are busy and focused. High performers are busy,...
Sales: Forge ahead with confidence
May 13, 2026BJ Anderson
Q. Is my sales team selling outcomes or equipment?
A. Good question, and you already know the answer. Do they “show up and throw up” - listing the equipment your company provides to the gatekeeper of an account or someone who walked into your retail space? Do you hear this response: “Do you have information you can leave with me?” or “I’m just looking around.” If so, the sales rep just became a commodity. Or worse, a second option.
Here’s...