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Make sure sales managers occasionally accompany their sales personnel (especially new personnel) on sales calls to see what can be improved, what is missing, what might be changed and how the customer feels about your firm’s products and services.  Review the type of literature that can be handed out.  Prepare a checklist of the things that the new sales person should mention when talking about your company (i.e. over 40 machines that operate 24/7 for customers, multiple sizes and colors, plenty of catalogs to leave for employee review, free demonstrations can be done the customers’ sites, free samples to use to evaluate the company products, fully insured, all technicians who work on customers’ sites are certified annually, etc.)    Note also some of the great ideas the new guy has used in the past and offers to the customer during the presentations. These should be shared with the rest of the group as are new product announcements and improvements.

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