It was recently brought home to me how important it is to give regular feedback, support and development to salespeople out in the Field.
It’s amazing what happens when you do! I was out for the day doing some accompanied visits with a Field Sales Representative. He has a fantastic work ethic, goes on lots of visits and isn’t afraid to source new businesses to Prospect while out and about.
He’s excellent at starting conversations and has good rapport with those he meets. The perception he creates for the business is very professional- just one problem: sales were drying up…
Just before we went in to see a Prospect together I asked him what he was expecting from the meeting and he looked a little surprised- it was a loose plan, he’d be striking up a conversation and seeing where it took us.
Here are a few questions we ran through before we went in:
“OK we need to consider what the best outcome would be for the Prospects from this meeting: for example: what can they find out from you that they don’t already know that will help them with some of their business objectives? Plus what will be the best outcome for us? What actions are we going to take and what actions will they take? What will they want us to do next?”
“What other options are they considering?”
“What will they do if they don’t do this?”
“What other projects in the business might take priority over this?”
Now these were questions which were relevant to that Prospect’s situation and it’s vital to have some questions and objectives planned before any sales meeting, conversation or visit.
Staying Focussed & Motivated
On top of that we discussed how to stay focussed and motivated. If you spend a lot of time travelling as part of your job you have an amazing advantage over those who don’t. You can use your time twice! What I mean is you can attend training and update on industry developments at the same time as travelling. If you are driving you can listen to podcasts, audio books, MP3s of development material. If you are going by train you can add webinars and videos to that list too.
Now I don’t mean you have to spend all your travelling time doing this because it’s great to give yourself thinking time, blare out your favourite music etc. The key is little and often. Even just 20 minutes will have a massive incremental effect on your mind set and skills. If you can do that twice a week, great! If you do it daily you will be unstoppable!
It doesn’t matter what you listen to as long as it helps inspire you or strengthens your skill set. You’ll soon work out what your favourite kind of material is.