[FUNd]

Give them sales CD's and books... record their calls and critique... have them listen to yourself and other professional closers... Give them bullet points of their upcoming call that they should grasp and utilize (eg. focus on ROI, expediency, and probe & develop their needs)...

And most of all, tell them to MAKE MORE CALLS

Make more calls...why? This is such an old sales cliche. I have seen countless reps that make a ton of calls and their numbers are dog****.

Then I see the guys who are highly trained, have a great personality, and are generally confident in their product - that don't kill themselves with the dialing - that do extremely well.

Granted that talking to prospects is key, but this mantra that it's all a numbers game, I just don't buy in. Never did.