By What Means Do You Plan To Accomplish What you NEED To Accomplish?

By Sid Chadwick, Chadwick Consulting, Inc.

“Sunday morning I went in at 7:30 am to work on the floor…inspire the troops... and do my part…..our new major account had awarded us another multiple-six figure promotional project….you just never know what’s waiting for you…until you go… and work to find it…..I’m very proud of our Advertising Specialty Rep..”………Sr. V.P. of  Sales & Marketing, Peer Group Member

INTRODUCTION:

How hard do we work to… avoid creating…and…capturing… a new opportunity….?

Are we.. teaching… our front-line key personnel….to be alert to opportunities….by public acknowledgment….. of their accomplishments……to their peers…?

Who’s answering your phones…?

Does she or he know to ask questions, like,

1. “We’d like to make sure that you don’t leave this call without a good source for what you’re wanting to find…and accomplish….May I know the timeline and nature of your project….?…May I have your phone no. ….so I can call you back immediately… in case we get disconnected….?”
2. “Could you hold the phone a moment… so I can connect you to our President….or our V.P. of Sales…?... We’d like to be able to assist you….this project sounds important to you….”
3. I’m not familiar with you or your organization’s name…..how did you learn about us…?...May I have your phone no. in case we get disconnected…?

Do you have a Phone Call Log --- that’s reviewed… every day…for who called…and additional opportunities…by someone…. who “thinks”… in terms of opportunities….?

How’s development of your Sample Library coming along……? (Are there detailed production and story-line notes for each Sample --- for all Reps to access?) Note: A treasured client in South Carolina is implementing a “Drip Sample Program” --- to their Top 30 Accounts….one dynamic sample, in a “branded overnight envelope” - every month - with a one-page description of that Sample’s story…..and its potential “other” applications….

Who in your organization is teaching Reps & CSR’s…. to use available Databases --- for identifying vertical customer markets --- that you excel serving…..?

SUMMARY:

The Sr. V.P. of Sales & Marketing…who gave me the quote… at the top of this column…recently reported to me that they had…. so many Referrals…they had learned to generate…needing to be followed-up….that they were falling behind….!

But…they were also… exceeding 2019’s revenues…and profitability…!

By What Means…Do You Plan To Accomplish…What You Need To Accomplish….?

Is there a written plan…? (…When we put it in writing….it becomes important….) Who has a copy of your plan…so they can support it….?                             

Do a Team’s efforts…. surpass the efforts.... of a single individual…?

“Men occasionally stumble over the truth…but most of them pick themselves up and hurry on as though nothing had happened.”…Sir Winston Churchill