It is time to learn (re-learn) the selling and marketing skills and techniques it takes to gain and retain your most profitable customers. Because no matter how good you were at selling and marketing yesterday or how good your are today, there will always be competitors and economic changes that come along that you must react to, to stay where you are in your success.

Why is it that we think that every salesperson has his own way of selling and that is OK? Why is it, then, that we think salespeople should learn by trial and error, on the job? There are best practices for the job of field salesperson. If you are going to continually improve, you need to study those practices.

Sales is the only profession I know of where the overwhelming majority of practitioners are content with their personal status quo. Some mistakenly think that their jobs are so unique that they cannot possibly learn anything from anyone else. Still others think they know it all. They have, therefore, no interest in taking time from some seemingly valuable thing they are doing to attend a seminar or read a book.