Farquharson/Tedesco on Business Development: Sales Territory Management
Step 2: Figure Out How Many Calls You Can Make. Scientists have calculated that to deliver presents to all 378 million Christmas-celebrating children around the world, Santa would have to visit 822.6 houses a second!
We don't expect you to go at Santa speeds, but you should push yourself to make as many good sales calls as you can. Only you and your owner/manager know what's realistic for your territory. Count the number of in-person sales calls you made last month. Is it lower than you thought? (Hint: It is for many people.) Let's say you average slightly more than 30 sales calls a month. At this rate you'll make about 400 sales calls a year, if you're lucky.
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.
