Ground Hog Day

I get the chance to speak/work directly with some of you on a daily basis, and often when we are together, I think to myself.

“What daily action would I take now if I were in your situation?”

I do realize that not everyone is in the same situation in terms of his or her business; however, here is my answer to the question.

Building your pipeline is the most critical action you can take now, this way you would not have to relive the first 90 days on the job repeatedly.

The first 90 days on the job is often the hardest for a sales representative in the channel, because he or she usually does not have an account base that is buying enough products and services early on to earn high commission dollars. It does not matter how many years of experience you have the first 90 days will still be difficult.

Unfortunately, most sales people keep reliving the first 90 days over and over again, kind of like Ground Hogg Day. Pay the price once, not over and over again.

Every sales professional must constantly improve, and not relive the first 90 days repeatedly.

Pay the price once by doing the following:

Prospect until you drop for appointments and opportunities to sell yourself and your company by getting eight face-to-face calls weekly. Pay the 90-day price only once, and move on to earning commission dollars.

1.Get on the phone, calling your target list of accounts for a face-to-face appointment. At least 50 weekly, but no less.
2.Get on the phone or face to face with key vendor representatives sharing account list and targeting accounts for appointments.
3.Closing all business quickly and move to the next opportunity to close.
4.Spend your time looking for deals that have significant dollars revenue and gross profit. Too many sales professionals in the channel chase deals that will not help them achieve quota.
5.This is what you should spend every day, your first 90 days doing from 9am to 5pm, so that you do not have to do it again like so many sales professionals do month after month.