AN FORCELESS SALES FORCE
A manufacturer was ready to expand. His product was developed, manufactured, tested, and was considered by all as an excellent product. He hired a sales force of fifty people and trained them to sell his product in homes and out on the open market. He instructed them in making appointments, in telemarketing, in people-handling skills, and in follow-up customer service. He made sure that each and every salesperson had everything he or she needed to succeed in completing the task. He even appointed a sales manager as a resource person and motivator for the others. He then left on a long business trip for three months. When he returned from his trip, he went back to check on his new sales force. He wanted to see how his new product was selling. Arriving at the home office, he found that, out of the fifty salespeople he had hired, only five of them were actually selling. The rest had been hanging…
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