To those owners and managers who feel that reps do not know how to present their products properly, I have some suggestions which can help them to exceed your expectations. At the same time, insist that salespeople not be interrupted. Nothing sends out a clearer message that the rep's meeting is of secondary importance than the habit of yanking a salesperson out of it on the least pretext. Ask a manager to handle those interruptions. Whenever possible, have a manager be present at the meetings.
Salespeople tend to be more responsive when a manager is present.
Insist that each rep hand out a written agenda which ought to be strictly adhered to. Have the salespeople grade the rep's presentation. Give the rep balanced feed-back in the way of constructive criticism. Ask the rep to conclude each meeting with a short question and answer period to help insure accountability. Encourage salespeople to show appreciation for the rep's presentation.