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Selling is so frustrating… it’s definitely a role I’d struggle to do full time 😃 Why would any Sales Persons’ opening line to a prospect be: What ever they are charging you, we can do it cheaper! I remember at the start of my career (Nationwide Platforms) asking my Boss if I could be a Field Sales Manager. He said I wasnt ready, that I needed life experience and ended the conversation. I was 22. He gave me an opportunity as Depot Manager, I was 23. I applied and got the job. Understanding how to run a profitable depot, (not just a highly utilised depot) being able to understand a P+L, Gross profit v Net profit, operating margin and having ability to plan and budget are my most valued tools learnt in my career. What qualifications does the role of Field Sales require? In an largely unsupervised role! Surely a basic requirement is to understand return on sale? How do you know you can beat a competitors price if you have no idea what the competitors price is? Possibly start with: Understanding your customer/prospect and ask the right questions. Is the customer/prospect suitable for your company? Is your company suitable for the prospect/customer? Quote a fair price for the equipment/service you offer. When the yard is empty and the utilisation is high, surely a number 1 priority for any business, would be to have enough money to pay the bills 🤷♀️ I think I’m in the wrong job… 😃 Picture is a throw back, from my Depot Manager/Sales Manager days at Loxam 😂 Lincs Hire & Sales #cherrypickerhire #boomlifthire #scissorlifthire #towableboomlift #trackedaccess #planthire #welfare #toolhire #scunthorpe #sales #grimsby #lincoln #doncaster #lincolshire #saleslife

Warren County OH

The Unsung Struggles of Salespeople: A Call for Respect and Recognition!! This is so true and must read post! We, Sales professionals are the frontline warriors of commerce, tasked with the responsibility of driving revenue and fostering client relationships. However, our journey is riddled with hurdles that can take a significant toll on our personal and professional lives. No one can even imagine the pressure which we guys take. One side of the hustle is dealt with family and the other side is with the targets which need to accomplish on a monthly, quarterly and yearly basis. I understand that we don't work for free but we go on that extra mile for the company we work for. Respect for salespeople should come not only from the top down but also from customers and colleagues. By understanding the challenges they face, we can show empathy and appreciation for their hard work and dedication. Take care of your front-line salespeople and they will take care of you. Do not act like you are taking care of them. Take care of them genuinely, they are working for your business and not for their business.

From The Field: “Real World Sales Management Talk.” Hunter’s 10% Farmer’s 30% Farmer’s That Like to Recreational Hunt 60% Great Farmers Who Love to Recreational Hunt- Are They Coachable? This is the most productive and profitable group. If they are Coachable they will be successful long term. This Group’s Characteristics: Coachable Hungry Self-Motivated Willing to Try Understand Ups & Downs of the Daily Grind Can pick themselves back up Love to Work and Build what they find!!! Love to take any opportunity thrown at them (but can quickly decide the value of that opportunity) Generally have a selfish side (but are team players) The reason I say Farmer’s That Like to Recreational Hunt. To be Truly Successful and Self-Sustainable on 100% Commission Sales….. You have to Create your Book of Business (Hunt) Establish the relationships and build the Residual and reoccurring sales from that book of Business constantly (Farming) And then you must continue to go out and look for New Business and Customers to replenish and grow. (Recreational Hunting) This is why it is your core Base of Salespeople. It’s the solid foundation that gives strength to the rest of the team. Will go more in depth in the days coming. Thanks for Taking the time this week to read some thoughts.

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How many companies that are at 1 to 10 stage, struggle with basic sales issues despite having a sales team? - How can I see more sales momentum? - Have I hired the right head of sales/how do I recruit the right sales team? - What are the right metrics to track? - How do you standardize processes to scale? - How do organize and think about hunting and/or farming roles?