I was told that it was about 35 miles outside our city and that it had the most millionaires per capita than anywhere else in our region. The person sitting next to me, a securities and investment firm manager, said that he had not heard of the area either. But, he added, if what was said was true, he should send some of his new salespeople out to prospect the area. It seemed to me that if there were that many people with big money in the area, what was needed was not a rookie but a seasoned veteran on the scene. To add to the negative effects of this business blunder, there were other negatives.
Customers resent having to train rookies.
Customers want to talk to someone who has experience and can keep them from making mistakes. People should expect and demand that the most capable person is helping them spend their money. The best way to nurture young salespeople and the customer's money is by bringing both along slowly. Let customers get to know the younger salespeople and vice versa. To keep customers as partners in business, make sure that customers are paired with a partner that can help customers win.