Change

Don’t Be Absorbed By The Future

Planned Obsolescence

When I was operating a seed sales territory, I managed more than 120 dealers, along with 42 District Sales Managers and 5 Regional Sales Managers.

This was no small task.

In order to keep up with all of the activity, while ensuring that I was providing the support my Team needed, I relied on clear, precise communications.  With that number of people reporting to me, I needed to communicate a lot, every day.

The U.S. Postal Service and the Telephone Company were my primary, in fact, my only means of communication outside of face-to-face contact.  Since I traveled almost constantly, I had to make sure that most of my schedule was planned out in advance of leaving my home or office.

Planting seasons and harvest seasons were especially challenging times of the year.  It was very hard to find growers because often they were spread out across the countryside, working in fields far from their home base.

This meant that if I didn’t have an appointment prior to my arrival in the territory, I had to make face-to-face contact with someone who knew where my prospect or customer would be.

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Don’t Rely On Mechanics!

In selling, mechanics are activities or action steps taken during the sales process.  Mechanics involve actions that can take place with or without much thinking.   And since successful selling is based first on having the right thoughts, simply changing sales mechanics alone will not increase your sales overnight.   Anybody can change their mechanics.   But top SeedSellers know it all starts with changing how they think before they can change what they do.  In this next webisode of SeedSeller Training TV, Rod will talk about why you can’t simply rely on mechanics to increase sales.

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Are You Keeping Up?

SeedSeller Training TV

 

The marketplace in which you sell in is constantly changing.  Your customers and the prospects you are targeting are constantly changing as well.  Even your competition is rapidly changing to outpace you and take away business.  The question you have to ask yourself is whether you are keeping up.  In the latest webisode of SeedSeller Training TV Rod describes how large this gap truly is.

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