The need for salespeople to be better positioned in the customer’s mind is imperative. You get appointments not only because of your company’s brand but also your salesperson’s position within the industry. Always be closing may not even be in the sales lexicon of today. Sales is taking a differ posture for success, and I think the old mindset, certainly compensation structures, exist in most industries.
How are your salespeople positioned in the marketplace? Are your salespeople looked at as influencers in the marketplace? Are they the “Go to Person” on pertinent subject matter? Do they have a presence in Social Media and Industry Events? Are they subject matter experts through Research and Inquiry? This outline may help determine that position.
Attached is a link to the PDF: https://business901.com/wp-content/uploads/2018/10/Sales-Position.pdf