11.27.17
Making the Rounds
Early in my career as a sales rep I initially thought that a good day in the field was visiting as many accounts on my list as possible. If my goal was ten accounts for the day and I made eleven stops that was even better. My first few months that seemed to be working because it was mostly introductions and people becoming familiar with a new face. However, it did not take long for me to realize that my quick attack strategy was not leading to long term growth. When I learned to make meaningful, strategic and planned sales calls, the business began to flourish.
I still see many sales reps intent on making their “rounds??? but without a strategy to talk to the right people or discuss specific growth ideas with their accounts. By spending time pre-planning your week and setting specific appointments to meet with the decision makers, a floundering territory can be revitalized and new growth experienced.
Regards,
Brian
