I recently received a phone call from a frustrated executive: “Lee, I just read a proposal that one of our salespeople sent to a prospect and I fell off of my chair. It was an embarrassment to our brand! I don’t know what he was trying to communicate in the proposal, and it’s my company.”
This executive’s frustration is not unique. The concern about sales-writing skills has long been one that irks executives. What has changed over the last several years is the level of written communication in business-to-business selling and its impact on buying decisions.
Some try to brush off this issue on millennials who are accustomed to communicating with their thumbs on a phone. While there are certainly communication issues with millennials, poor writing skills have always been a problem in sales. The issue has become exacerbated in recent years by the pervasive use of emails and electronic-document sharing in the sales profession.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.