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Whitepaper on Customer Messaging Must have Adobe Reader 8.0
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How Is Your
Business Growing? I just returned from Yellowstone National Park. It was a great trip—especially atop my motorcycle. Call me biased but that is the only way to experience this national treasure. The first thing that strikes you is the smell of the pines. That’s hard to experience if you’re locked in a cage. Next, you notice how Yellowstone replenishes itself. New life bursts through the ashes of last year’s fire. This is nature in its purest form and a great metaphor for sales. How is your business growing and how well do you manage what’s growing? Your sales territory must be cultivated to leverage fully growth opportunities. I call this your weed-seed-feed program. Weed your territory. Every year, nature makes room for new growth in Yellowstone. There is some business you do not want. Some customers demand too much and offer too little. Weeding these makes room for you to pursue opportunities with more viable prospects. Free your time and resources and reinvest in these areas. Seed your territory. Seeding takes place in Yellowstone every year—naturally and sometimes with a little help from humans. In our best practices research, we found that top achieving salespeople invest 20% of their time prospecting for new business. You need to be out there planting seeds. Feed your territory. Rain, snow, sun and natural organic residue nourish the towering pines at Yellowstone. Invest your time and resources in cultivating what you have growing already. Develop existing accounts by feeding them with your energy. Top achievers invest 80% of their time feeding, developing, and leveraging existing customer relationships. If you get the opportunity, visit this natural wonder. In the meantime, use its lessons to manage more prudently your territory. |
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