5/8/2014

Customers are better informed than ever before, but they still want sales representatives to create value during the sales process, writes Richard Ruff, co-founder of Sales Horizons. Some salespeople may be able to excel in the current business environment without any guidance, but most need to be coached to develop skills. During the coaching process, sales managers should reward positive behaviors, celebrate success and help their reps cope with risk, Ruff writes.

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