Tag: QP3 Training Systems
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...