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What Do People Say ... About RxSales?
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CLIENT COMPANIES
Dick Weber
President, The Ethical Edge
Emeryville, California |
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Just as I now get an annual physical Check up with my doctor, I
know that I need an examination and diagnosis of my
client-centered selling skills. I don’t want anything to come
into my process that could be working against me. I want to know
about any early warning signs. That’s the spirit that an
experienced sales professional should bring to his or her
CheckUp experience.
In our company, RxSales assessment project findings were 100%
correct in terms of my own observations and expectations. I
remember one salesperson in particular with whom I worked
closely before he had a CheckUp®.
What the profile reflected to me as his manager was an exact
match with what I had anticipated. It helped me confirm what I
had observed.
It confirmed that I had a salesperson with a high level of
commitment (Framework). But it also showed me the things I
needed to work on with him (Vital Organs) so that I could
nurture him in the right way to get things done. If I didn’t
know where I needed to work, I would have had a slightly
impaired salesperson for a long time. Knowing the early warning
signs helped me help the salesperson become fully functional.
Companies that depend on a professional sales force have made
and continue to make a very significant investment in the sales
force. Not using a tool like RxSales®
is like buying a new photocopier but not buying the toner
packages to make sure the new system works correctly. Not using
a tool like this is like forgetting to do routine maintenance.
Companies must make sure that their investment (in the sales
force) is being preserved. A sales force should be given the
opportunity to be as good as it can be. Inevitably, that
knowledge must come from the outside from experts who know what
the key skills and qualities really are.
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