Crunch Time –
Many Companies are in the fourth quarter of their sales season.
And as in any contest that’s measured by quarters, it’s at the start of the final quarter that players and coaches decide what they need to do to win the game.
The fourth quarter of this seed selling season is telling almost every seed company in the marketplace that they need to score….and score now!
They need to get the ball into the hands of the people on their Team who can make it happen.
As a result, the number one decision coaches and teammates are making at this juncture of the selling season is, “Who do we give the ball to?”
Who on your Team is capable of scoring?
The Seed Industry Is Unique
The seed industry is unique in that it uses so many different types of systems to sell seed.
- farmer dealers
- multi-line retailers
- direct sellers
- internet sellers
- and so on.
Every company has their own primary method by which they sell, deliver and collect for their products.
But regardless of the type of distribution network your company uses, every system needs to have people in it who can “score sales” whenever sales are needed.
The biggest challenge that every 21st century seed company faces is that it doesn’t have enough people it can pass the ball to when they really need sales, whether it is the fourth quarter or the first quarter of the season.
This has become evident throughout the last two selling seasons as farmers “took charge” and stalled the ordering process of any seed seller who wasn’t well-trained, practiced and prepared.
That does not happen when you have sales people who are capable of taking the ball and scoring!
Still Up For Grabs
This sales season is still up for grabs.
No one has a huge lead and most companies are not where they want to be. It’s anybody’s year at this point.
Anyone can win this season.
As you and your Team work hard to finish this year in the winning column, you need to analyze your distribution network and its ability to do what you need to do, when you need it to do it.
- Do you have people you can depend on to get sales when you need them?
- Do you have people who never miss a meeting, who dress up, who role play and practice?
- Do you have people on your team that achieve their sales goal each and every year?
- Can you get it done when the ball is passed to you?
Do you have people who can execute new programs and strategies you develop to help propel your sales year forward, or will they simply criticize your efforts while having no constructive thoughts of their own.
Whether it is the beginning of the next selling season or the start of the fourth quarter, you must be ready to get the ball when the game is on the line!
Don’t expect next year to be any different from this year unless you and your Team do things differently than you did last year.
Make 2013 the Best Selling Year of Your Life! Click Here to Learn More.