Excellent Sales Reps are busy. Normal Sales Reps, busy, overwhelmed. Sales Reps with below-average yields are busy. Everyone, everyone is going to the max, hurried, stressed ... So, why they all do not reach the level of excellence of the best Sales Reps?
Obviously, those busy Sales Reps which are not productive, it's because they are doing something wrong. Let's review how we organize so that our daily activities can place us closer to making a sale.
Some days ago A Sales Rep that he had sent an e-mail to a client, appending an interesting article. The article was relevant to the opportunity he was handling, and made sense to the client's business, so sending it was a good idea. But did this action help him to be closer to making the sale? His action was for that purpose, however, based on the content of his message, I'm sure he did not get it because he did not suggest the client to take any action. His e-mail said something like this:
I saw this article and thought of you!Sales Rep A
A few weeks earlier, another Sales Rep copied me an e-mail that he had sent to a client with an attachment. His e-mail said:
Have you read this article (attached)? What if we see each other and think about how we can apply this in your company to increase your sales to installed base? Whenever we get together we come up with great ideas and I'm sure we can do it again this time!Sales Rep B
Two Sales Rep busy, a Sales Rep productive. Being busy is not the goal of any Sales Rep who needs to sell to make money. The goal is to be productive.
What about you? Need to be more productive? Count on us to help you increase your sales revenue. At Heading2Market we are very busy, but productive.