targets, share product knowledge with peers and frequently
cross- and upsell are ripe for promotion. Further intensive
training, involving one-on-one sessions with managers to
understand individual challenges, is generally reserved to
those who lack confidence in selling, inconsistently achieves
sales targets and makes no effort to try the products. Despite
this distinction, however, most employees undergo refresher
training when vendors are on-site, and staff meetings frequently feature role-playing scenarios.
When it comes to prospecting, GlyMed likes to take a different approach. “The word prospect in itself is not something we
are comfortable with here at GlyMed Plus, McDaniel says. “We
discuss the building of relationships.” Because resource partners ideally aim for long-term relationships with spas, this
involves having broad initial conversation