"Spring is nature's way of saying, 'let's party'" -Robin Williams
Teaching in my Science of Sales course last Thursday afternoon, only hours before the official start of Spring Break was in a word, "interesting", but with the help of visiting instructor and prior student, Erica Veino, senior Account Exec at BitSight, we worked through the fundamentals of her sales process. For me, nothing is better than bringing back to Tufts alums from my courses who are now experienced sales professionals to teach exacting details in terms of process steps, sales tools, and sales models. The mastery of those details experienced the prior week from alums Frank Yandrisevits and Shannon du Pont transitioned concepts into the practicality of how to model, train, manage and compensate salespeople.