The rep was doing a great job for the manufacturer, but the certified letter just arrived in the rep’s office anyway. Why did this happen? Not for the lack of sales activities. Not for the lack of sales. It was for the lack of Backselling.

Bottom line, the rep did a great job with customers but a terrible job with the manufacturer. The manufacturer only knew what the rep was telling her, and the rep wasn’t telling her anything. So she assumed the sales were just luck and that the rep was milking her line.

In this podcast John Haskell who writes under the pen name Dr. Revenue discusses how reps can backsell to their principals and avoid being terminated, not for a lack of performance, but for a lack of communication.

003: The Fatal Unforced Error – Why The Big Line Went Away

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