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I’ve counseled Don on his objectionhandling skills, just in case they reject his money.) Ben] is kicking it to [Carl] and if Don is accepted, the next contact will be kicked to yet a third person. Looks like Don is just another widget on their sales assemblyline.
You can help by enabling sales reps with objectionhandling training. It’s not uncommon for businesses to start with one structure and move to another as their company evolves, so take the time to evaluate the three most common sales models—the assemblyline, the island, and the pod—and determine which one is right for your business.
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