Farquharson/Tedesco on Business Development: Sales Territory Management
Hold the phone! This number's a lot lower than 800. If you notice a gap between your Step 1 and Step 2 number, you're not alone. Here are a few tips to help you drag reality up to expectations.
- It's all about averages. You may not have a high-powered sleigh, but you have one luxury Santa doesn't: time. If you only make two good calls on some days, don't sweat it too much. Tomorrow you can make six or seven. Take the "long view" and focus on your daily average.
- Think outside the 9-to-5. Ol' Saint Nick gets his work done at night. You can do a lot of catch-up while your competitors are sleeping or watching TV. Attaining your sales call quantity goals without jeopardizing quality is absolutely possible if you're motivated enough.
Step 3: Make Your Territory Plan as Efficient as Possible. From a lightning-fast sleigh to a red-nosed reindeer, Santa has a whole bag of tricks to help him achieve his lofty annual goal. Here are some tips to help you be as efficient as possible out in the field:
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.
