There’s a reason actors must learn a script for a movie or stage performance. They need to know whatto say and practice howto say it. Actors may do a great job of presentingwhat has already been written, but are not typically writersor directors. Ad-libbing the lines can mean a subpar effort. Yet this is what happens when sales personnel make up their own version of a sales presentation on yourlatest great product. It is up to you to give them a script and be their director.
Look at your sales opportunities in flooring, particularly for exciting new products or services. Focus on those where you can make above-average profit with an emotional appeal. Hopefully something that is either thinly distributed or where you can get an exclusive. You don’t want to spend a lot of time with something that is limited in scope or will fast become a commodity item.