You have to empower your sales staff to use their judgment and go beyond the standards set down on paper and by the computer.
Sentiment: POSITIVE
In sales, it's not what you say; it's how they perceive what you say.
Too often, sales reps simply regurgitate their presentations and expect to land the sale. It doesn't work.
The real trouble with the writing game is that no general rule can be worked out for uniform guidance, and this applies to sales as well as to writing.
When you are new to the business, you think if you give a really bad performance, that's one they will print. You will be judged. You just have to be brave.
No one tells salesmen what they can and can't do.
I like to think of sales as the ability to gracefully persuade, not manipulate, a person or persons into a win-win situation.
The way customers relate to brands and how profit is generated has changed so dramatically almost every professional is being challenged to reconsider what they do in order to stay relevant.
In business, standards establish the rules of the game, creating path dependencies as investments are made and corresponding designs are set in stone and plastic. Inferior standards can prevail due to smart marketing or industry collusion.
Without sounding pompous, I really do feel that I have a set of standards that I must adhere to, even leaving aside considerations of what the readers expect.
Your customers are judging every aspect of every transaction and rating everything, from friendliness of people to ease of doing business to quality of product to service after the sale.