The State of Your Business

Do you have sales reps who show up a little late and leave a little early these days? Have you considered the possibility that you may be more frustrated with their performance than they are? Or, perhaps as a manager, you find yourself dealing with “chronically busy” sales reps who are so busy taking care of your clients that they have started to think, “I just need to take care of what I have…there’s not enough time in the day for anything else.”

I’m writing to you as it’s time for another training update. Some of you have already called or e-mailed regarding the third quarter training schedule, and I want to apologize for it being a little delayed. You will find the schedule enclosed, as well as at www.thebeckhamgroup.com.

As we approach the middle of the year, I expect you and your managers are evaluating your overall performance YTD and refining or possibly redefining your goals for the second half of the year based on how well the business is doing. Working under this assumption, I wanted to pose a few thought provoking questions regarding your business, and perhaps more specifically regarding your sales force.

Where is your business now? Where do you want it to be one year from today? Are you “solidly” on track to reach those goals? Should you change anything at all? What should you do to gain increased market share?

• Are you thrilled, satisfied, or discouraged by the individual performance of your reps?
• Is their activity level where it should be? Are they great at attracting new business?
• How many sales presentations did each of your reps actually make last month to prospects who don’t currently use your service (not to be confused with “pop ins”, “drop bys”, “PR calls”, etc.)?
• How effective are your reps at prospecting and using the phone to maximize the use of their time?
• Do they know all they should know about tracking and landing the big jobs?
• How many “new tryers” did they have last month and/or so far this month? Based on that trend, how many additional users will you have by the end of the year?

Got questions of your own…let’s talk. Odds are, we can help.