I’m not referring to your company. I mean YOU We all want to believe we work for a company that provides not just good, but “exceptional” customer service. The problem is that most companies aim for providing consistent or adequate customer service. By that, I mean they set expectations for customer service that can be […]
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 […]
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, […]
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 […]
Assessments Sustainable Training A Coaching Environment Organization Complete Article First published in Ag Innovator – Summer issue by Farm Equipment Manufacturer’s Association
Diagnose, then Prescribe! Imagine you are very ill. You are experiencing terrible abdominal pains. You rush to see your doctor. He takes one look at you doubled over in abdominal pain and hands you a prescription for Vicodin. “Here” he says, “This is what you need. It works wonders on all my patients.” Two days […]
Internal Networking: “Quit Coveying” at Sales Meetings! We could see Rob, our sales manager, coming from across the auditorium. We knew we were in trouble. Not real trouble. Just that humorous kind of trouble that he used as a great management tool. It was July and like many companies in agribusiness, we were having our […]
My guess is yes. Working with sales managers in agribusiness on a daily basis, I hear this complaint a lot. “We launched a great Customer Relationship Management (CRM) program, but the sales team just does not use it.” “We spent a lot on it and it has the capacity to do great things.” “However, we’re […]
Nobody likes to be surprised after the sale “I didn’t realize I only had a week to use the service!” “You didn’t tell me there wasn’t downside protection on this option strategy” “If I’d have known that, I never would have bought it!” Ever hear these comments from a customer? Do you hear them too […]
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