I don't think its all in the "standard sales techniques" some of those skills are resourceful and very useful. However i do believe admissions reps need something in addition to the traditional sales skills. I have worked in environments where reps had to stick straight to the sales script. And i have also been in environments where reps had the liberty to build rapport with students in a way that work best for the prospect. But in the liberated environment, I saw great relationships being built with students, but authorities continued to push for unrealistic goals and coaches and trainers on the campus level felt the pressure to enroll at all cost to make it happen. That culture then trickled down to the reps and then everyone was back at square one with the hardcore "sales attitudes." In my opinion i think admissions reps want to step outside of the box but superiors are not giving them the tools to do so. Higher executives are so concerned with the bottom line that they have become afraid to step out of their comfort zone. I have never seen a company be successful with practicing the same business techniques day in and day out without making minor changes for the benefit of their customers. I'm not sure what makes this INDUSTRY think it's exempt. In the past few weeks i have seen an increasing amount of frustration from admissions reps....wanting to do what right for the student but seeming to not be able to focus on that goal because of the distraction of superiors barking about numbers. Career colleges have to make an adjustment, because their students already have. Career colleges please don't keep blaming your down falls on your reps. Implement better development tools to manage the talent you have on your teams.
current profile: degree in marketing with LOTS of sales experience
future profile: degree in communications minor in marketing superb customer service skills
