Creating a Monthly Sales Plan - Best Practice #29

by Dave Kahle

 There are several very common temptations that routinely present themselves to the field salesperson. One is to become too reactive. When you succumb to this temptation, you eventually default to a mindset that sees your job as essentially being your customer’s gofer.

     You determine where to go and what to do on the basis of who wants something from you at the moment.  Thus, where you go on Monday depends on who called on Friday.

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William A. Fidler, Executive Vice President Brenntag - North America, Inc.

     Another temptation is to be lulled by the repetitive nature of the business-to-business selling situation into a mindless routine.  When you succumb to this temptation, you quit thinking about the most effective actions, and give in to the lure of the routine.  It’s 10 AM on Tuesday, and you are at account ABC.  Why are you here?  Because it’s 10 AM on Tuesday.  That’s what you do.  It’s been years, if ever, that you thought about why you are here.  You just are.

        Both of these create salespeople of marginal performance, because they rob the salesperson of one of his most powerful assets:  The ability to invest his/her selling time where it will produce the greatest return on time invested.

        There is, however, a discipline  ... CLICK HERE TO READ FULL ARTICLE.