Whether a seasoned veteran salesperson or a green new hire; Whether good economy or sluggish… There is always a risk that in day-to-day business, salespeople will be distracted from proactive activities. We can get caught up in the urgent— with quote requests, keeping customers happy, and putting out fires. Now it is time to proactively SELL and be “order makers” – not “order takers”! George Bernard Shaw observed, “The people who get on in this world are the people who get up and look for circumstances they want, and, if they can’t find them, make them.” This requires some vital planning disciplines that will assure success for sales professionals: territory planning, strategic account planning and pre-call tactical planning! READ FULL ARTICLE >>
