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May/June 2016 19 DISPOSERS • FOOD WASTE DISPOSING SYSTEMS • FOOD WASTE COLLECTING SYSTEMS Contact Salvajor today to learn more. salvajor.com • (800) SALVAJOR All Salvajor Collector systems include exclusive HydroLogic controls with water and energy saving technology. As a matter of fact, Salvajor has been Collector EXPERTS for over 70 years! In 1944, Salvajor began producing the fi rst pre-fl ushing, scrapping, and food waste collecting system. Called the "Salvajor Senior", our Collector was quickly accepted and soon found its way into restaurant, hotel, hospital, factory, and university kitchens all over the country. S a l v a j o r C o l l e c t o r S y s t e m s are the perfect solution for scrapping and pre-rinsing trays and dishware while collecting food waste solids for com- posting. The recirculated plume of water increases the speed of scrap- ping while using only a fraction of the water consumed by other methods. and food waste collecting system. "Salvajor Senior", our Collector was quickly accepted and soon found restaurant, hotel, hospital, factory, and university kitchens all over the country. S a l v a j o r C o l l e c t o r S y s t e m s are the perfect solution for scrapping and WHEN YOU DO SOMETHING FOR OVER 70 YEARS, YOU GET REALLY GOOD AT IT. lated more prospects for your territory rep to follow up on than he/she would have done on his own in the course of a year or two. Turn them over to the rep, keep a copy yourself, and watch the progress he/she makes in each account. What have you accomplished? A number of powerful things: ➤ You've created more qualifi ed leads for the territory rep in a few days than he/she would have created on his own in a few years. ➤ You've created a fun experience for all your reps. ➤ Each rep has learned some new skills as they focused on just one part of the sales process and repeated it over and over. They will be better at creating new custom- ers in their own territory as a result of this learning experience. That's a sales blitz. Keep in mind that there is nothing new about this approach. It's a time-tested, proven best practice. When I was 17 years old, I attained my fi rst sales job working sum- mers for the Jewel Tea Company. They were using sales blitzes as a regular part of their sales efforts. I won't tell you how long ago that was, but you can measure the time duration in decades. A couple of years ago, when I was working with one of my clients to estab- lish a new sales force, we routinely used sales blitzes, rotating the blitz every other month from one territory to another. In the fi rst two years, six salespeople cre- ated 638 new accounts. Follow These Parameters for Success Here are some dos and don'ts for orga- nizing a sales blitz: ➤ Have a specifi c task in mind and make it as simple as possible. In the example above, salespeople were asked to engage a prospec- tive account and fi ll out a form that indicated whether or not the account was worth the time. They collected some information and attempted to have an introductory conversation about the company in order to raise some interest on the part of the account. So, in other words, the task was a cold call to qualify a prospect. ➤ Focus everyone on a specifi c area or market segment. ➤ Equip each person with the tools necessary to accomplish this task. ➤ Thoroughly train them. Even with an experienced sales group, I'd spend at least one day role- playing, critiquing and practicing. Remember, cold calls are probably not the strength of any of your salespeople. Ignore their protests that they "know how to do it," and train them as if they were brand continued on page 32