My First Client Visit Flying Solo

Today I was busy with getting software running, sync’d with Head Office and trying to find a presentation that I had to give at 4PM.

My first appointment was an account that does not currently use our products, they did in the past and were very slow to pay.  They owe us a small amount of money and are on COD… which is unusual for this industry.

My objective was to understand why they were COD and see if I could turn them into a productive account.  My contact wanted us to move to 65 day terms, my thought is that he might owe other suppliers and he’s looking to bring us on and get some sales to pay the other suppliers.  I am planning to see if we can get him to commit to a small amount to get started and reevaluate from there. I need to buy time to see how he is going to pay… and for me to get my feet wet.

I knew he wasn’t a strong account going in however that was perfect for my first appointment alone… if I screwed this one up no one would care.

Another Day of Training and Some Relationship Building

Today was good, I had my plant tour and did some hands on with products… I sat with customer service, received my computer and phone… basic new-guy stuff.

I did have an odd conversation with my manager at lunch, she asked me what my expectations of her were… I hesitated and said I didn’t have any to which she made a puzzled look on her face… I then answered that I didn’t have any other than for her to support me with my needs and challenges. That’s when she said “Well what I expect from you is….” I cut her off with “.. oh that’s why you asked me first… you just wanted to tell me your expectations”.  It was odd because it seemed like a question out of a movie or in a training video… she laughed a little then told me her expectations.

After work I had mentioned the hotel gym was the typical crap you get in most basic hotels (I am at a Holiday Inn) and my manager suggested I join her at her local gym then go for dinner after.

She had suggested dinner the night before despite not being hungry… she must have been feeling the need to spend some time away from work and get to know me however it was weird yesterday the way it seemed like dinner was part of her training schedule task and needed to complete it. I brushed it off last night and ate alone.

At the gym we worked out separately with a little chit chat… normal gym stuff.  At dinner we were both more comfortable and had some good conversations about family, spouses cooking skills and work.  This dinner was important to her and will be an important part of building trust and respect for each other.

Can You Know Too Much About Your Accounts?

Today the VP gave me the skinny on all the accounts including all the dirt… who got caught sleeping with the staff, who drinks too much and who doesn’t drink.  It was an introduction that I don’t think many people would get when starting an new Sales position. The only reason I was privy to this information is that I’m from within the organization and I have a friendship with the VP.

I am wondering if I would benefit more knowing what I now know vs. finding out on my own. When you discover the details of a client first hand you build a deeper memory… however with my current knowledge I can target better and sooner… or…. will I avoid the account the VP told me ‘will have nothing to do with us’ or will I be better off going into a meeting with this account knowing it may be hostile?

What I do know is that that this is the hand I’ve been delt… an it looks like a good one so I wont worry about ‘what would be best’.

The common theme of today is that the past two reps did not have the number of visits (or any visits) that they should have.  Lucky for me the territory has slipped and all accounts have lower sales numbers over the past 2 years.  Sales is about seeing people and then adjusting to what happens in that meeting… the first step is seeing people.

Part of my plan is to determine who are my A, B and C accounts then figure out how often I should see each. For now it looks like I would be best to see my A accounts twice per quarter or 6-8 times a year, B once a quarter or 3-4 times a year and C 2-3 times a year.

My First Objective

The sales division I am leaving is more relaxed, more casual business, smaller and more personable… this has given some at the division of the company that I am moving to an image of softness, under-achieving and generally more slack.

My first objective is to change that image, I have started it somewhat by pushing a start date when I could have enjoyed the summer more with my ‘in transition’ status.

This week I don’t have a lot to do other then get my phone and computer up and running, I’ll be meeting with the VP of sales who is familiar with my territory and going over the accounts as well as our CRM software… I’ll need to change his image first and this could be a good start.

Need an Ego Boost? Move to a New Division!

Tomorrow is my first day at the new position and over the past few weeks I’ve been letting client and co-workers know of my change and have had many nice compliments e-mailed to me.  Many of my co-workers sent a basic ‘congratulations’ and depending if they were on the old side or new side I would get ‘we’re going to miss you’ to ‘glad to have you on the new team’.  My client responses were filled with warm messages regarding my relationship with them and how they enjoyed working with me.

My most interesting comments came from the phone calls I made to the independent channel owners that I managed.  Some were very upset and one was on the edge of tears (I could hear her voice crack holding back emotion) then others were very to the point with ‘this is not unexpected… you seemed too driven to continue in the same position’ and then the fear of who will replace me was a common theme.

Wow what an Ego Boost! I hope it doesn’t all go to my head.