The dog days of summer are upon us and everyone is busier than ever! These are good times but we need to stay focused on sales results and opportunities. The busier we become, the more attention we should place on quality and work safety.
In baseball, every player continues to work on their game, every day. Remember that the boys of summer continue to take batting practice and fielding exercises before every game. I appreciate the approach professional baseball players take to their craft. In the same way, sales professionals must focus on fundamentals every day as well.
One critical fundamental is face-to-face sales calls. There is no substitute for getting “kneecap to kneecap” with the builder, architect or distributors. We need to sell every day!
Sometimes this fundamental gets lost in the daily grind of following up on orders, back orders, delivery issues, or just the overwhelming administration that comes with sales management.
Remember: relationship selling will get you through the long winter months ahead… (Some of us have longer winters than others.)