Ideas!

If only we knew what we know...  

The good news is that the “collective intellect” of your sales force is really quite formidable.  The key is to tap into it, capture it, and formally document it. 

The second piece of good news is that it’s not at all hard to execute this collection process.  Send an e-mail to your reps that asks each to reply with his or her top three “Sales Best Practices”.  Ask them to name each one, describe it and state the benefits of its use.  Give them 7 days to reply.  Make sure everybody responds – on time.

Within 24 hours, get all the Best Practices consistently formatted, into a single document and distributed to all.  At the next sales meeting, give each rep five minutes to sell the value of their own Top 3. 

Guaranteed… you and your team will be so enthused about the results, that you’ll decide to repeat this exercise every six months.  Send that e-mail right now!  And when you read the first batch of Sales Best Practices…

Think about it…