Training inside sales reps means going back to the drawing board and teaching them the fundamentals.
The problem for most managers is how to find the right tools to sufficiently train and motivate their sales staffs. Lebanon, Pa.-based APR Supply Co., a plumbing and HVAC distributor, faced this problem at its 10 branches. The traditional monthly sales meetings attended by the branch managers didn't seem to be effective.
"We realized that the information discussed at these meetings wasn't getting to the right people at the branches," says Bruce R. Hoch, APR's director/ sales and marketing.