How to Teach Reps to Manage Complex Sales While Remote

Alice Heiman started her career in teaching (which we learned on another episode of our podcast is a great background for Sales), and then went to work at the Miller Heiman Group, the company her father co-founded. A career in sales had never been on her mind but she came to be one of the foremost experts in the complex sale - how did ABSTRAKT get so lucky to have you join us, Alice?   During our chat Alice Heiman shared some of her secrets for energizing a sales organization to recognize their full potential.   Don't just hire for a certain skill Patience is key for a long sales cycle Help reps understand the role psychology has in the sales process.   Can't wait for our listeners to implement these ideas!