04.30.13
The Rep Who Could…and Did
While finishing a large scale commercial project, a flooring contractor needed one additional carton of flooring material to complete a small repair. There were two distributor options where he could purchase the material. He called both reps and received the same answer- it was not available. However the rep who was trying to earn the business called with an option. She found the material at another small distributor out of the area. She had the contact info but would receive no commission for the sale. Was it worth her investment of time to see that the flooring contractor was serviced? Absolutely! By doing just a little bit more than her competition, the door of opportunity went from a slight crack to wide open.
When a sales rep has worked to build a relationship in an account, the customer knows (or should know) when the sales rep goes the extra mile. That committment is often rewarded because it is not always a common experience. Encourage your reps to share their stories of success like this. Many reps look at the one sale they “need to get” instead of looking at a long term relationship that will earn them many future commissions.
Regards,
Brian
