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The "Busy" Rep
June 11, 2007
Just got off of the phone with a printing sales rep who is busy, busy, busy. Unfortunately, she is not productive, productive, productive. She went on and on about the litany of items on her to do list and all of the overbearing chores. Never once, however, did I hear her talk about prioritizing or preparing or using her time wisely. She comes in for the day and continues whatever project she was involved in yesterday without considering whether it was the right thing to do. Mostly, she services existing accounts, and why not? They are giving her work and her day is full. The danger of this pattern is that once the cycle ends, there is no new business to replace the inevitable loss of existing clients. The obvious coaching suggestion is to get her to prospect more. Here’s the catch, though: She really IS busy writing up orders and she really IS over her quota. It made for a S-LO-W and incredibly boring coaching call. What fun is it to talk with a “successful” rep? Still, advice was forthcoming.
Pop quiz, readers: What advice would you give that rep?
Posted by Bill Farquharson on June 11, 2007 | Comments (1)
