IT Channel Advice For Hiring And Managing Exceptional Salespeople

By Christine Kern, contributing writer

Salespeople are the front line in the fight to gain — and retain — business for IT solutions providers.  As such, you need to choose the right people for your team and manage them with particular care. 

Alex Babic, from Intermec by Honeywell Scanning and Mobility says, “A common trait for most successful salespeople is natural curiosity. Someone who truly seeks to understand, and then has the ability to convert that understanding into an opportunity. It is important that they can then take that understanding and opportunity and have the ability to clearly present the benefits and advantages of a VAR’s specific solution in a way that is compelling to the customers.”

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