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Sonny Culver
Our father worked for the railroad, me being the eldest son of seven we grew up in the American South, Louisiana, Alabama, South Carolina and Tennessee.
My first work experience after military se...view moreOur father worked for the railroad, me being the eldest son of seven we grew up in the American South, Louisiana, Alabama, South Carolina and Tennessee.
My first work experience after military service was with a cafeteria chain and later as a fast-food franchise owner. In my early forties and with some success I sold my company. To young to retire and enjoying my ability to work I took a gamble with a service company that was fueled by sales and I loved it. What I quickly l observed was that the company name carried weight with the prospect, but seller turnover was a major problem.
Initial training prepared the seller with enough product knowledge to get by but once that information was passed to the prospect what happened next was a wall of confusion. The accepted next step to counter “NO” was to cut the price until it was acceptable to the prospect, reducing commissions. Money left on the was not acceptable if solid sales teams were to be built and stabilized. Like most managers I hunted the natural salesperson until I realized that the average person when trained and supported can excel at a high level. What I did, over time, was to develop the Sales is a Craft system that produced a Craftsman of Sales much like those who build fine handmade furniture. Where implemented revenue capture exploded, and seller turnover was a minor issue but when it did happen I could plug the new seller into the team seamlessly. Follow the system, it works.view less