05.30.13
Showing Up
Someone recently told me that after seeing a rep show up on a regular basis they begin to pay attention. Does showing up to an account have to be trained? Unfortunately, this basic component of sales is sometimes missing in the day of a sales rep. Training a sales rep to visit an account regularly may seem ridiculous but the old fashion sales call report does help a manager know if there is activity in the field. It becomes easier to see patterns and drill down to see what they are actually discussing on their sales visits. Managers can also use it as a tool to help a rep be more effective at planning their day and the products they promote at each dealer.
It’s amazing that after all of the books, seminars and methods that the basics remain the same-showing up and bringing something of value to your customer.
Have a great week!
Brian
