Question: How much training is given the sales person on the product ,company, pricing etc.?
As much as they require. We're a small shop so the sales person has the opportunity to not only sit in and watch production as it happens, but to even participate to fully understand. The onething corporate clients especially don't understand is the time and effort required to create a quality product. So the sales person has my undivided attention and the support of the entire staff as much as they require. We develop marketingmaterials on the fly as required for sales pitches.
How much debriefing is done at the end of each day or each week with that person to see what is going on with the calls and the client feedback?
As much as needed, but no less than once per week and certainly after any major sales calls.
How much adjustment is made to accommodate a client request that may be a bit off the norm? Does the sales person have lee way to help close the deal?
As a video production company, everything we do is custom. We do not have any "cookie cutter" modules you can purchase. We listen closely tothe client, the sales person is instructed to ask a LOT of questions, and then we develop a custom proposal tailored specifically to the client and client requirements. Yes, the sales person has leeway to close the deal and they will know how far they can go without my approval.
Walter, how much lead info is supplied to this rep?
We can point the to specific industries and why we fit so well into them. We will provide as much lead information as we can, but they do have to build the pipeline. Unfortunatelythe last person I had in the position left a very dry pipeline by the time I letthem go. Ikept them on probably six months too long, but I really wanted to give them a chance to succeed.
Is it purely inside, sitting at desk, dialing for dollars?
Face to face is much preferred. We're a people company, folks really enjoyvisitingour facility. Our unofficial motto is "kick off your shoes and stay a while." It's a very low key facility that'ssupposed to make you feel comfortable when you enter. We work in a very high stress environment with extremely tight deadlines. So I made sure to build a facility the really represents who we are as people so the sales person has to really fit thatmold and you'll only see that in person. As for trust, I'm still a handshake kind of guy, if I say I'm going to do deliver, I'll deliver.
What worked for the company in it's early days. Could that formula be duplicated? What is the customer experience once a deal is signed?
In the early days it was just my name. I'm very well respected in the video production industry, have been a part of multiple Emmy and Peabody awards, I test equipment and software for a lot of companies and I consult with major networks and companies on production workflows and employee training. So I'm very well known and respected in the video production industry. But inthe corporate world, we're leaving a lot of dollars on the table and that's where we really want to concentrate with the sales team.
As for the client experience, it's 98% positive from all accounts. We have a great Testimonials Page on our sitethat's a good sampling of how we treat folks. Clients are generally repeat once they start out with us whether it's a mom and pop store or a major network. biscardicreative.com/who-we-are/wordonthestreet
Yes, the sales person needs to sell again and again which is something that they should be able to do given our background, quality and reputation. Thanks for your input.