Transitioning Our Most Valuable MPS Resource: Legacy Salespeople

June 16, 2011

As the industry and dealers transition to a new MPS selling model, one important group is too frequently being left behind… the “legacy” sales rep. Quickly accumulating stories suggest that many legacy reps either cannot or will not transition from being “box focused” salespeople to the broader more consultative MPS mindset and process. I believe that we as an industry owe the salespeople who have sustained our businesses during tough times in the past more than a “brush toward the door” when they don’t understand or resist the MPS transition. We owe them education and transition leadership. In fact, when these tenured reps struggle or fail during any company’s MPS conversion, then the company leadership is equally responsible for failing to do those things that could have prevented the loss of these historically valuable employees. Download PDF…