Issue link: https://www.e-digitaleditions.com/i/80263
hole.You have to think about running thewhole table and all of the moves it will take to clear it. For the Sales Manager: Add a proactive coaching func- tion to every phone call with a sales rep. For example, end your calls with one final question:"What are you doing with this account?"or "What's the next opportunity that you have coming up?" It doesn't have to be separate meetings; it can be five minutes at the end of a transactional conversation that can add more future-focused opportunities. As far as time, I'veworkedwith a lot of salesmanagerswho use their drive towork as a coaching opportunity.Or,youmay need to schedule coaching time first thing in themorning and you can meet with a different rep each day. If you wait and try to fit it in with your schedule, it won't happen. Q:What is your response to those who are content with A:A sales organization will still achieve a certain level of business as usual and seem to be doing fine without restructuring the sales process? sales if they only have order takers or their reps choose to deal with existing customers and not prospect,or do not bring new ideas to the customer. Even with that level of effort they can still generate some sales.The only question becomes is that satisfactory to you as an owner. Is that enough sales to keep you satisfied? The answer over- whelmingly is always no. u &=A&*-&'@& !"#$%! $'!( ) $*%+ !"# %&'()*+ ,*-%& ./00,1)*23 4' ""5 " 6778! 68##9! . :"58;!786667 <+= ///>?&*%-@&-,&+?>@04 in this process. Is the salesperson moving up stream or focusing on Step 4? The further up those four steps you move, the less competitive pressure you're going to have when it's time for the customer to make the final decision. three steps on their own and is trusting the relationship is so strong that they will be the first choice when the customer is ready to take action. A proactive salesper- son, on the other hand, doesn't trust in the odds and begins moving up stream much earlier in the process, to see if he/she can create an interest in the customer by identifying problems, providing alternative solutions or by showing why they're the best vendor to meet the customer's needs. It's the sales manager's job to find out where the rep is purchasing process. First, they have to identify a prob- lem and decide it's worthwhile fixing. Secondly, they must identify the specific solutions, products or services they feel will generate the most effective or loss-risk solution. Next, they select a vendor they want to use or trust to help them fix the problem. The final step, of course, is the purchase or commitment. Reactive selling waits for the customer to do the first Proactive vs. Reactive When a customer buys, there are four steps in the $*,"-'.%$*/ ,0! %"1 ,(2 3 $%!' '$ 4 !* !" . : B - ( &* 0* 5 5 B - ( &* . A0B - ?C&, 0* 1*)?C&, < -'- ?C . C+',? <*& & ? A -D0( . ? (+-'B & ? ? ? ( & & B -@& ()1& STONE HEARTH & SPECIALTY CommercialCooking Equipment Discoverwhy over 10,000 ovens, rotisseries, charbroilers, tandoors, and planchas have been sold in 75+ countries around theworld. woodstone-corp.com info@woodstone-corp.com tf !""# %!!&!'"( ) t (360) 650-1111 September/October 201 2 29