It was recently brought home to me how important it is to
give regular feedback and support 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
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
“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
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.
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.
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