Imagine being equipped with world-class training and sales systems and backed by a team that truly provides the best quality and service in the industry! You can focus on winning new accounts and recruiting and managing new sales channels while the rest of your sales team focuses on the urgent day-to-day sales transactions. Because of that you set and track your progress within a timeline of about a quarter. Yet a successful quarter is made up of many successful days. Here is what a typical day might look like.
You fully utilize the CRM including the “Daily Dashboard” which contains prioritized sales opportunities. Today’s focus is on a sizable enterprise account. Elliott Tool has won the business at 2 of their locations and you are utilizing your networking techniques to prospect for the opportunity to win business at their remaining 3 locations. By the end of the day you made contact with the GM of a location and based on initial qualification gained agreement for an exploratory discussion at their upcoming managers’ meeting in 4 weeks.
You also recognize the need to recruit a high-performance distributor to partner with you in an important new market. You have 5 distributor candidates in mind and are reaching out to key senior leaders at each distributor to explore mutual interest and fit. By the end of the day you and 2 of the distributors agree there is enough potential that an advanced qualification discussion makes sense. You get agreement on timing, what this meeting should look like and develop a specific agenda before your travel to the market to interview.
Fast forward to the end of the quarter … your participation in the new account exec team meeting was a success. You uncovered substantial issues with their current situation and so were well prepared to present a great proposal – and you won this $15,000 account! Your other meetings with the distributor candidates went well in that you were able to identify specific areas of fit with one in particular. You still have work to do to qualify and determine if any of the remaining candidates will be a real selling asset for you and your team. Based on work so far you are confident that a successful choice should add $300,000 in additional sales within the next year!
Every day you will be doing work that really matters. You will be helping customers solve their business challenges. You will have an opportunity to do your best work and make a real impact.