They need to get out at least a couple of hours every day, and make direct face to face sales calls to their customers whether vets, old ladies, dog trainers and just people walking their dogs on the street. Selling is like any other activity where practice makes perfect. Most people, even many great salesmen I have worked with, may be shy about face to face selling, but once they make some successful face to face sales, they will see how easy it can be. Selling is where money is directly made. It can be the most important function of a company. Many companies only have people who have sales experience as CEO's. Providing some free samples can make selling more comfortable for some salesmen, as they feel that they are doing a favor for the customers, rather than just trying to make money off their potential customers. Even big pharmas send out armies of salesmen to call on their customers, and they usually provide free samples; although too much free samples sometimes. Recently, I was at the waiting room of cardiologist office, and a pharm salesperson made a sales call and left over a dozen fairly large boxes of free samples that must work several hundred dollars retail. That is too much free samples IMO to grease the sales call, IMO. Like golf where not every swing, if not most swings, produces intended results, not every sales call goes as desired. But like golf, keeping at it will produce the occasional great result that comes more frequently the more practice is done.
