03.27.17
I’m Not Paid Enough
“I don’t visit you much because my company does not pay me enough for the amount of sales you are generating,” said a sales representative to one of the area’s larger flooring dealers. While there is a balance to where a rep chooses to spend their time based on a dealer’s performance, there is also a danger to a rep not understanding the potential business an account can produce.
This particular rep’s error is that he has made a terrible business decision based on the account’s current annual sales. It could potentially be a top ten account but he will never know that because he is not meeting with the account to understand their business and how to grow the business together.
A couple of items that can help a sales representative understand their accounts are:
1) Meet with the decision makers and create a profile of the account
a)Include questions about total revenue, mix of business (residential/commercial), split of business compared to competitors, types of issues that concern them most
2) Use the answers to these questions to develop a strategy to increase business a certain percentage or dollars in the next six and twelve months.
Just by changing an approach to an account and working to develop business together, can lead to a much more profitable and productive territory.
Regards,
Brian
