Sales Territory Organization Last week, I spoke to the importance of getting organized in your territory. I broke that organization into five categories. Those five categories of organizational skills are: Customers, Technology, Supplies/Equipment, Seasonality and Geography. See last week’s blog for the info on Customer and Technology tips on organizing your Ag Territory Supplies/Equipment – […]
The Knowing-Doing Gap The number one reason you need to coach your Ag Sales Professional is the Knowing-Doing Gap. If you are an Ag Sales Professional, the number one reason you want someone to coach you is the Knowing-Doing Gap. Unless you are brand new and haven’t been through any formal training, most sales people […]
Last time, I wrote about the number #1 quality farmers looked for in their sales person. The Purdue research polled over 1600 grain and livestock producers, large and small. That survey revealed that Honesty was the #1 quality. Sounds easy. Don’t’ lie, just be honest. However, I think it goes way beyond that. Farmers, anyone […]
Make One Last Call It’s late in the afternoon on any given day and you’ve logged a lot of miles this week. As you drive through your territory or you sort through e-mails at your desk, you gradually start to reason with yourself. “I need to take a break”. “No, I Deserve a break!”. Your […]
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