Sales productivity and running your territory like a small business! The question is, if it was your money or you owned the company, would you pay yourself to do what you are doing? As an Ag Sales Professional, operating out your home office and selling on commission, You Do Own the business. Your territory […]
Originally published in Wisconsin Agri-Business News Quarterly – Fall 2017 The book Crucial Conversations came out many years ago and swept through the business world. I thought an agribusiness focused version would be helpful. As the farmer and producer have tougher times, so will agribusinesses. That leads to tough or crucial conversations. Appreciate the Wisconsin […]
Celebrate Customer Service Week Oct 2-6 The classic 1999 movie Office Space was playing recently and I couldn’t help but laugh as I watched the interview scenes from the Bob’s. They were two consultants, both named Bob, brought in to conduct employee interviews and make recommendations on who to downsize. In one of the interviews, […]
And other things you shouldn’t try at home Last time, we talked about the slinky toy that was handed out in a sales training course. The slinky was symbolic to the continuous process of selling and following up with prospects and customers. If you missed it The Slinky and the Sales Manager. During this same course, […]
On 50% of your calls, you fail to ask for the sale! That’s if you are average. Researching B2B sales statistics, there was a range of 40-60% of the salespeople who presented their products but did not ask for the sale. If you are in the B2C world like retail sales […]
The problem with most sales training! Forty-five minutes into day one and I was already regretting my choice of seats. The morning started off great, several managers and top sales people gathered to attend a first round training session for our new sales training program. Feeling proud to be a part of this group, you […]
Top lessons for every Ag Sales Professional from McDonald’s A few years ago, the movie “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. Flipping through Netflix recently, I had a chance to watch it and was amazed by the great sales lessons you […]
Thrown out of a feed store? Had your business card thrown back in your face? If the answer is yes, great! That means you are trying. My next question is: “When did you go back?” We’ll get to your answer in a minute. If your answer is no, not so great! My next question for […]
The Path to Success They say you arrived where you are today because of your choices. Your career, your spouse, your financial situation and happiness in life…all due to your choices. If we accept that as true and we consider the fact that we often take the path of least resistance, we have a recipe […]
A Facebook Trend for the Ag Sales Professional There’s a trend on Facebook where people post something called “Truth is…” Most of the time I don’t pay much attention, but I saw one the other day that got me thinking about sales. When kids do them on Facebook, they then fill in a laundry list […]
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