Farquharson/Tedesco on Business Development: Sales Territory Management
Don't forget cold calls and referrals! For the sake of argument let's say you average one of these per week—that's 50 cold calls during the course of a year.
Now, let's add it all up! Given these assumptions, you need to plan for about 800 sales calls a year (250 + 250 + 166 + 100 + 50 = 816). Your actual numbers will be different, of course; just plug 'em into our handy dandy equations and figure out your own total.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
