Cutler-Hammer is one of the leading supplier of electrical control products and power distribution equipment. For several years, Cutler-Hammer using sales reps who work with traditional systems. They receive orders from consumers who rely on their knowledge to sell the company's products fit what they need. This was going well until a few years, when the company's product line has grown so dramatically in size and kekomplekkan the sales reps find that this is not likely to be maintained.
As a result, they sell whatever product they know, whether this is the best option or not. But this is not the only problem. Although some reps worked hard to get contracts worth millions, some associations only a waste of time and life of the great success of their colleagues, and the contribution from sales reps for the company itself is small, consumers can not be served well.
The recognition that this is a formula for failure, Bruce Broussard, manager of the Cutler-Hammer ad, introducing a team approach to sales. Broussard develop the sales team-pod-like fruits that have individual members, especially in certain products and services. Currently, when consumers have problems, then reps can contact someone at the parts that have a particular expertise to handle this problem. As a result, Cutler-Hammer sales reps are now thinking of themselves as the solution sales of more than products and consumers appreciate that.
This idea received a great resistance at first. To persuade members of the sales force to receive this great need approval to conduct training. After all, most of the sales reps started to believe that they will be contacted to know everything there is to know about the company's products, and they expect to be rewarded for doing this. As a result, by learning to give potential amount that exceeds a person better equipped to serve this to be not easy.
But by making a positive impact on this plan, will bring that effort is needed to bring the benefits of good. In fact, this change was so dramatic.