Today I will work for my family. I will suit up and show up and dedicate this day to the people who love me and depend on me financially.
Tuesday, January 28, 2014
Get up, get dresses, get in your car, and get into the territory
Some good advice I got from my friend when it comes to sales. He said most sales reps just do not get themselves going. They do not have reason enough to work 40-50 hours a week. He says the best advice he can give is to get out of bed. Get your ass dressed. Get in your car. Get into your territory. Suit up and Show up. Once you get there you may as well do something. Makes perfect sense as I sit here in my P.J.'s at 7:30 AM drinking my coffee. I wish the sales would come to me :)
Saturday, January 25, 2014
The first week...sales confidence?
The first week was a week of head spins. I was lost in the territory, and lost my mind a few times. I have only been to the Virginia Beach area once or twice and that was years ago when I was a Sales Trainer. I thought about when I was the Sales Training Guy and the confidence I had when the sale was the responsibility of the Sales Person. That's easy. Now the sale is on me.
I need direction so I used the Standing Clients as direction and went towards where they are and cold called around them using the name of the Clients as an affirmation for the new people to meet with me. It worked for about 100 yards from the Standing Client business and then after that the new prospects were not familiar with the Standing Client...people really need to be more friendly to their neighbors.
I only got to talk to 7 of the Standing Clients. I spoke to a lot of Gate Keepers and left my card with another 15. Out of the 7 I talked to 3 told me that they were canceling but 2 of the 3 said that we could at least get together The one Client just hung up on me. Not a nice guy but there are only two ways to get rid of a sales rep. You either shoo them away with anger and disdain or you ignore them. Pesky flies!
I am certainly being ignored by a few more of the Standing Clients as I have called them about 5 times this week after stopping in. They are way too busy to tell me "no" I guess. A no or a yes is all I work for. When someone says "maybe" that is most likely a slow no. Let's cut to the chase people, I am not one who twists arms but certainly would like a good apologetic for my products.
In the end I have 5 appointments with the Standing Clients...have 31 more Clients to get in front of over the next 7 weeks. 2 of those are canceling but at least agreed to listen to me. I did not get any new appointments, which in my business is most important. I have a pretty good followup system and will work towards calling on some of them this week. I put together a 3 ring binder with cards that I received which I glue down and write notes under. I have emailed and dropped off materials to roughly 10 new prospects but that usually yield nothing but wasted time...."email me something" is usually a maybe which in turn is a slow NO!
All week I lived in shaken confidence...Can I do this again? The fears of my financial security, the fears of what will I do next, the disappointment of having worked in this business for so long and now as I return to where I started with the company I wonder is this for me anymore. What or who am I? Am I a Sale Professional?
With all this doubt I take my own advice, "Plow the field David". That is simply it, I was not fortunate enough to run into that New Prospect that was waiting for "The Great One" to walk through the door. Instead I talked to many complacent or simply satisfied business owners whom did not need me, or because my confidence was so thin it showed and they thought little of me. "Plow the field" means for me to keep my head down and continue as the field is large and it needs planted. Call me Davey Appleseed I guess.
In the end last week was as productive as it was supposed to be. I got up and started work each day around 7am and stopped working around 6pm. The drive time was terrible a few days getting stuck in traffic 2 of the days for over 5 hours...The Tunnel...I can and will make phone calls in the future during those time. During the second traffic jam I decided I would carry my Prospecting Binder in the front seat to make calls.
Finally, I met some great people, they did not buy anything, just great people. I think I made a couple friends and asked for a couple referrals that did not work out but they were at least warm calls. I am looking forward to seeing one of the Standing Clients as she sent me an email that was very nice. She had visited my home town and went to a theater, where I worked for many years, to see a show. She actually seemed as though she was looking forward to meeting me as well. That was nice and made my day! Another rule about Professional Sales- people don't like you because you are likable, rather they like you because you are LIKE them.
I need direction so I used the Standing Clients as direction and went towards where they are and cold called around them using the name of the Clients as an affirmation for the new people to meet with me. It worked for about 100 yards from the Standing Client business and then after that the new prospects were not familiar with the Standing Client...people really need to be more friendly to their neighbors.
I only got to talk to 7 of the Standing Clients. I spoke to a lot of Gate Keepers and left my card with another 15. Out of the 7 I talked to 3 told me that they were canceling but 2 of the 3 said that we could at least get together The one Client just hung up on me. Not a nice guy but there are only two ways to get rid of a sales rep. You either shoo them away with anger and disdain or you ignore them. Pesky flies!
I am certainly being ignored by a few more of the Standing Clients as I have called them about 5 times this week after stopping in. They are way too busy to tell me "no" I guess. A no or a yes is all I work for. When someone says "maybe" that is most likely a slow no. Let's cut to the chase people, I am not one who twists arms but certainly would like a good apologetic for my products.
In the end I have 5 appointments with the Standing Clients...have 31 more Clients to get in front of over the next 7 weeks. 2 of those are canceling but at least agreed to listen to me. I did not get any new appointments, which in my business is most important. I have a pretty good followup system and will work towards calling on some of them this week. I put together a 3 ring binder with cards that I received which I glue down and write notes under. I have emailed and dropped off materials to roughly 10 new prospects but that usually yield nothing but wasted time...."email me something" is usually a maybe which in turn is a slow NO!
All week I lived in shaken confidence...Can I do this again? The fears of my financial security, the fears of what will I do next, the disappointment of having worked in this business for so long and now as I return to where I started with the company I wonder is this for me anymore. What or who am I? Am I a Sale Professional?
With all this doubt I take my own advice, "Plow the field David". That is simply it, I was not fortunate enough to run into that New Prospect that was waiting for "The Great One" to walk through the door. Instead I talked to many complacent or simply satisfied business owners whom did not need me, or because my confidence was so thin it showed and they thought little of me. "Plow the field" means for me to keep my head down and continue as the field is large and it needs planted. Call me Davey Appleseed I guess.
In the end last week was as productive as it was supposed to be. I got up and started work each day around 7am and stopped working around 6pm. The drive time was terrible a few days getting stuck in traffic 2 of the days for over 5 hours...The Tunnel...I can and will make phone calls in the future during those time. During the second traffic jam I decided I would carry my Prospecting Binder in the front seat to make calls.
Finally, I met some great people, they did not buy anything, just great people. I think I made a couple friends and asked for a couple referrals that did not work out but they were at least warm calls. I am looking forward to seeing one of the Standing Clients as she sent me an email that was very nice. She had visited my home town and went to a theater, where I worked for many years, to see a show. She actually seemed as though she was looking forward to meeting me as well. That was nice and made my day! Another rule about Professional Sales- people don't like you because you are likable, rather they like you because you are LIKE them.
Wednesday, January 15, 2014
Simple Plan and Swing Some Doors
For the last few days I have been juggling the management position and the sales position. Trying to solve problems for my reps. while calling a few disgruntled clients (not mine), while looking at what next week will bring.
Planning
Received 31 accounts to work for the next couple months in VA Beach. Looking at them I figured I would plan and I was at it until late last night. The key to planning is looking at what they have and thinking about what they need, the clients that is, not the sales person.
Most people think sales people are in the position for the money. While this is true in most cases it is not for all sales professionals. This Sales Guy feels that if you represent yourself well, understand the needs of the client, have products that will truly help the client, then the client buys. It's like selling jewelry Most people say they bought jewelry, NOT that someone sold them jewelry However, what is true is that the person behind the counter considers themselves a sales person and receives commissions. So here is the rub....Good sales people do not sell anything, they simply help people buy...that's it! If your product is shiny then they buy if it's dull and rusty they won't...if I twist arms I run into buyers remorse and that is never good. Therefore, proper planning prevents poor performance and planning helps to gain understanding as to what may appear shiny.
So what did I do? Looked at what they have this year. What is current as far as website and promotion of it. What is their current spend and yes ARE THEY PAYING FOR WHAT THEY HAVE :) some are not. However, that does not mean they don't want it, that only means they are not convinced it works or, like me, they have run into a few financial set backs. It's always a good idea to find out.
Finally after taking a good look at what they are currently doing I look for holes where I can be useful. If their current program is broke then I can fix it. If there is a different direction they want to go then my hopes is that I can go with them.
Anyway, back to the idea of swinging a few doors. This is the way I will look at the day: make a friend or two, have a few conversation, get lost (because I have no idea where I am going but I have a map), hand out 20 cards, get lots of NO's, and make 0 appointments! That's right 0...I set my expectations low and my goals achievable. Ben Franklin said, "Expect the worst and the best is a great relief". I may not even make a friend :)
Lastly, I am going to look good. I feel as though, and certainly have read, that your appearance is extremely important. I am going to put on a suit and tie and a nice pair of shoes and head out into the field. Leading a Research Based Life is all about planning, expectations and reflection. Maybe I am not a great Sales Professional but I am a nice guy and work is not a dirty 4 letter word.
Final thought, "Control is an illusion". My wife told me a story this morning about her management experience and her understanding is that the only control I have is over my own actions, outside of that "Control is an illusion".
Planning
Received 31 accounts to work for the next couple months in VA Beach. Looking at them I figured I would plan and I was at it until late last night. The key to planning is looking at what they have and thinking about what they need, the clients that is, not the sales person.
Most people think sales people are in the position for the money. While this is true in most cases it is not for all sales professionals. This Sales Guy feels that if you represent yourself well, understand the needs of the client, have products that will truly help the client, then the client buys. It's like selling jewelry Most people say they bought jewelry, NOT that someone sold them jewelry However, what is true is that the person behind the counter considers themselves a sales person and receives commissions. So here is the rub....Good sales people do not sell anything, they simply help people buy...that's it! If your product is shiny then they buy if it's dull and rusty they won't...if I twist arms I run into buyers remorse and that is never good. Therefore, proper planning prevents poor performance and planning helps to gain understanding as to what may appear shiny.
So what did I do? Looked at what they have this year. What is current as far as website and promotion of it. What is their current spend and yes ARE THEY PAYING FOR WHAT THEY HAVE :) some are not. However, that does not mean they don't want it, that only means they are not convinced it works or, like me, they have run into a few financial set backs. It's always a good idea to find out.
Finally after taking a good look at what they are currently doing I look for holes where I can be useful. If their current program is broke then I can fix it. If there is a different direction they want to go then my hopes is that I can go with them.
Anyway, back to the idea of swinging a few doors. This is the way I will look at the day: make a friend or two, have a few conversation, get lost (because I have no idea where I am going but I have a map), hand out 20 cards, get lots of NO's, and make 0 appointments! That's right 0...I set my expectations low and my goals achievable. Ben Franklin said, "Expect the worst and the best is a great relief". I may not even make a friend :)
Lastly, I am going to look good. I feel as though, and certainly have read, that your appearance is extremely important. I am going to put on a suit and tie and a nice pair of shoes and head out into the field. Leading a Research Based Life is all about planning, expectations and reflection. Maybe I am not a great Sales Professional but I am a nice guy and work is not a dirty 4 letter word.
Final thought, "Control is an illusion". My wife told me a story this morning about her management experience and her understanding is that the only control I have is over my own actions, outside of that "Control is an illusion".
Friday, January 10, 2014
A few calls
I am basically doing my manager job and getting ready for selling...sucks waiting in the hall.
I made 10 phone calls yesterday and got 2 appointments. The first guy sounded a little sketchy when I told him what I did. When I asked to meet him at his place of business he told me he'd prefer meeting at a hotel. Interesting. Hopefully he doesn't get us a room. The second guy wanted me to come right away! He was ready to meet and asked that I meet him at his place of business. That was what I gathered but his southern accent was very heavy and it took a few minutes for him to understand that it would be a week until we could meet...southern hospitality...not sure what he does but his business was registered as import exports. Fun stuff! I always look at these types of meetings as the old show "Lets Make A Deal". What's behind curtain number one. I cannot wait.
Got some good advice from my friend on phone lyrics and it appeared to work. First the word LOCAL LOCAL LOCAL needs to be used. Local rep, working the local market, helping the local business owners. Most important I will meet them at their place of business face to face.
I think I will make some more calls today but I have a few things to do.
Focus on what is good and stay in that place.
I made 10 phone calls yesterday and got 2 appointments. The first guy sounded a little sketchy when I told him what I did. When I asked to meet him at his place of business he told me he'd prefer meeting at a hotel. Interesting. Hopefully he doesn't get us a room. The second guy wanted me to come right away! He was ready to meet and asked that I meet him at his place of business. That was what I gathered but his southern accent was very heavy and it took a few minutes for him to understand that it would be a week until we could meet...southern hospitality...not sure what he does but his business was registered as import exports. Fun stuff! I always look at these types of meetings as the old show "Lets Make A Deal". What's behind curtain number one. I cannot wait.
Got some good advice from my friend on phone lyrics and it appeared to work. First the word LOCAL LOCAL LOCAL needs to be used. Local rep, working the local market, helping the local business owners. Most important I will meet them at their place of business face to face.
I think I will make some more calls today but I have a few things to do.
Focus on what is good and stay in that place.
Wednesday, January 8, 2014
Getting organized
What the heck!!!! My head is spinning. Most important skill when it comes to sales is organization.
I am coming out of the Richmond VA market and heading into the unknown VA Beach Market...hello, I have never been there. I guess I need a map. Yes I have gps however a good skill called blocking, well I call it blocking, is necessary.
Get a ADC map and mark off blocks that I work. Uncover the stones that no sales rep has kicked over because of the blinders of the windshield and of the cold, rain, wind, sun, heat, and basic outside elements :) Outside Sales is really Outside Sales.
Map...check
Had to get a new phone...local number...check
Pulled some leads from the internet...did a search of new business listings and whaaala! Thousands. Placed them in a spread sheet that I can sort by street or business type...check
Put together some great leave behinds or as I call them elevator pitch show and tells! Give me 30 seconds to cover the leave behind and I will encourage you to give me 30 minutes. Marketing people have no idea what they are doing half the time. They create sales aids or brochures that take 20 minutes to read! NO ONE does that...10 seconds man...show and tell.
No Business cards yet. Oh well I can wing it.
At this point right now I am still pulling my manager duty. I cannot get out yet but the horse is entering the gate.
Think I will try using the phone tomorrow :)
I am coming out of the Richmond VA market and heading into the unknown VA Beach Market...hello, I have never been there. I guess I need a map. Yes I have gps however a good skill called blocking, well I call it blocking, is necessary.
Get a ADC map and mark off blocks that I work. Uncover the stones that no sales rep has kicked over because of the blinders of the windshield and of the cold, rain, wind, sun, heat, and basic outside elements :) Outside Sales is really Outside Sales.
Map...check
Had to get a new phone...local number...check
Pulled some leads from the internet...did a search of new business listings and whaaala! Thousands. Placed them in a spread sheet that I can sort by street or business type...check
Put together some great leave behinds or as I call them elevator pitch show and tells! Give me 30 seconds to cover the leave behind and I will encourage you to give me 30 minutes. Marketing people have no idea what they are doing half the time. They create sales aids or brochures that take 20 minutes to read! NO ONE does that...10 seconds man...show and tell.
No Business cards yet. Oh well I can wing it.
At this point right now I am still pulling my manager duty. I cannot get out yet but the horse is entering the gate.
Think I will try using the phone tomorrow :)
Sunday, December 22, 2013
It all starts January 6th 2014
Here we go...A Journal of a sales guy out in the field. I am going to try and post this blog 3 to 4 times a week. I want a place to reflect of the typical sales guy going about the day trying to make a dollar out of fifty cents. This will benefit me and my hopes that it will benefit us as Sales Professionals!
Last week I found out that I am going from a Regional Market manager where I manage 18 sales reps BACK to sales on January the 6th 2014, Happy New Year! Business to Business sales. From sitting on my rump and telling people what to do... to doing what I am told to do. From a decent salary... to a small salary and commissions. WHAT WAS I THINKING!! :)
What happened?
I have complained waaaaaay to much over the past year, or two, about my company and the way they pay managers and do business. I have convinced myself that sales would be better and that I am sick of management. Yes sick sick sick! So after telling my boss and his boss that I am fed up they said, rather then giving me more money and changing their bonus structure, you can go back to sales. Hello, what? No raise :)
Humph??? Ok then! I will, I'm out, I'm going to go manage me! I'm going to light it up and sell sell sell. And even though there is not ONE sales person making the kind of money I was making as the Manager I am going to go out and make same or more money and get my life back!
Then my mind switches gears and I hear squealing breaks reverberating through my mind! What the f+%# did I do? I had a good job, I just had to play the game....nod yes to all the great ideas, pat them on the back, and say, "I will take that hill boss, you can count on me!"
What was I thinking? Why can't I just keep my mouth shut? My wife asked me if there was anyway I could ask for a re-do.
Certainly there were a few personal reasons why I decided to go in this direction too. I have had some family issues here and there which added to the stress of the situation. I have gotten married again and moved as well. These have added to the question of who is managing the office, a guy who is not happy, and quite possibly a little disturbed? :-)
Well, not completely off his rocker, but there were times when I though about L.O.A on the grounds that I am crazy. Although with my luck they would have locked me in the nearest flight deck and I would have to live my own version of "One Flew Over the Cuckoos Nest"... been there and done that which is another story for another time. Using the excuse, "I didn't want to do the job because I am a 'few fries short of a happy meal' was out!
Lesson one: Sales is not for the weak!
Lesson two: When I was in sales, in the beginning of my career, one of the top sales people came to me when I decided to get into Management and said, "you are entering the dark side" I would challenge that since I was part of this fraternity of Managers and I have enjoyed it immensely. But, now after doing a 360 degree change in my career I understand the "dark side" and I have a few friends that I will always have, unless of course I have to work for them. Understanding the motives of a manager is far better than making it personal.
Lesson three: It is time to practice what I have preached. I got this idea to start a sales journal after receiving the news of my demise ("the reports of my death has been greatly exaggerated"). I have always enjoyed journal-ing and I believe it to be valuable to me and all the other sales people out there as an honest look at selling and an outlet for myself and others (assuming someone might read this) towards understand the day in the life of a sales person. Could be fun and funny. This is the venue for seeing what happens to a man who was a very good sales person, promoted to sales trainer for the new hires, promoted to sales manager, promoted to Sales Training Director, promoted to running a region of sales professionals, and NOW placed back in a sales role in a territory I know nothing about.
Lesson four: Why do I get out of bed every morning? Based on the decision that I made by working my way out of this position I certainly am not money motivated. Which is a lie, I am money motivated. I need a certain amount which is far less than what I will be making unless I can sell A LOT! Some may be saying right now, "Dave you are a dumb ass!", yes, yes, maybe, we will see won't we?
I have to get up in the morning and do the job; I have a new wife (why did she marry me?), two great kids (which have their hands out and a child support check), a truck payment, shelter (rent), a broken down boat, a couple hobbies (like to ski but hurt my knee recently), school loan (can you believe it? still paying), gas for the truck to make the sales, utilities, and finally a few cigarettes (should quit and save some money) and food. Gotta get up and go to work!!!!
Lesson five: "Load brain before you shoot off your mouth" - My last boss shared that with me a few times.
Looking forward to this train to leave the station. If you have been a manager and moved back into sales you know what I am going through. I haven't many sour grapes because this was a decision I made. One might say I fell on the sword prior to getting it wedge in me but who will ever know?
Last week I found out that I am going from a Regional Market manager where I manage 18 sales reps BACK to sales on January the 6th 2014, Happy New Year! Business to Business sales. From sitting on my rump and telling people what to do... to doing what I am told to do. From a decent salary... to a small salary and commissions. WHAT WAS I THINKING!! :)
What happened?
I have complained waaaaaay to much over the past year, or two, about my company and the way they pay managers and do business. I have convinced myself that sales would be better and that I am sick of management. Yes sick sick sick! So after telling my boss and his boss that I am fed up they said, rather then giving me more money and changing their bonus structure, you can go back to sales. Hello, what? No raise :)
Humph??? Ok then! I will, I'm out, I'm going to go manage me! I'm going to light it up and sell sell sell. And even though there is not ONE sales person making the kind of money I was making as the Manager I am going to go out and make same or more money and get my life back!
Then my mind switches gears and I hear squealing breaks reverberating through my mind! What the f+%# did I do? I had a good job, I just had to play the game....nod yes to all the great ideas, pat them on the back, and say, "I will take that hill boss, you can count on me!"
What was I thinking? Why can't I just keep my mouth shut? My wife asked me if there was anyway I could ask for a re-do.
Certainly there were a few personal reasons why I decided to go in this direction too. I have had some family issues here and there which added to the stress of the situation. I have gotten married again and moved as well. These have added to the question of who is managing the office, a guy who is not happy, and quite possibly a little disturbed? :-)
Well, not completely off his rocker, but there were times when I though about L.O.A on the grounds that I am crazy. Although with my luck they would have locked me in the nearest flight deck and I would have to live my own version of "One Flew Over the Cuckoos Nest"... been there and done that which is another story for another time. Using the excuse, "I didn't want to do the job because I am a 'few fries short of a happy meal' was out!
Lesson one: Sales is not for the weak!
Lesson two: When I was in sales, in the beginning of my career, one of the top sales people came to me when I decided to get into Management and said, "you are entering the dark side" I would challenge that since I was part of this fraternity of Managers and I have enjoyed it immensely. But, now after doing a 360 degree change in my career I understand the "dark side" and I have a few friends that I will always have, unless of course I have to work for them. Understanding the motives of a manager is far better than making it personal.
Lesson three: It is time to practice what I have preached. I got this idea to start a sales journal after receiving the news of my demise ("the reports of my death has been greatly exaggerated"). I have always enjoyed journal-ing and I believe it to be valuable to me and all the other sales people out there as an honest look at selling and an outlet for myself and others (assuming someone might read this) towards understand the day in the life of a sales person. Could be fun and funny. This is the venue for seeing what happens to a man who was a very good sales person, promoted to sales trainer for the new hires, promoted to sales manager, promoted to Sales Training Director, promoted to running a region of sales professionals, and NOW placed back in a sales role in a territory I know nothing about.
Lesson four: Why do I get out of bed every morning? Based on the decision that I made by working my way out of this position I certainly am not money motivated. Which is a lie, I am money motivated. I need a certain amount which is far less than what I will be making unless I can sell A LOT! Some may be saying right now, "Dave you are a dumb ass!", yes, yes, maybe, we will see won't we?
I have to get up in the morning and do the job; I have a new wife (why did she marry me?), two great kids (which have their hands out and a child support check), a truck payment, shelter (rent), a broken down boat, a couple hobbies (like to ski but hurt my knee recently), school loan (can you believe it? still paying), gas for the truck to make the sales, utilities, and finally a few cigarettes (should quit and save some money) and food. Gotta get up and go to work!!!!
Lesson five: "Load brain before you shoot off your mouth" - My last boss shared that with me a few times.
Looking forward to this train to leave the station. If you have been a manager and moved back into sales you know what I am going through. I haven't many sour grapes because this was a decision I made. One might say I fell on the sword prior to getting it wedge in me but who will ever know?
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