We just went through three years of COVID-19 causing major disruptions and problems in selling. Distribution and equipment sales continued to deal with major supply chain disruptions and a lack of product availability.
During Covid, you could sell anything you could get your hands on. So over those three years, a lot of their efforts shifted to just being order-takers. They were only supporting their customers, trying to keep them happy, and apologizing for all the delays that were occurring.
But today things have freed back up again. Most businesses have returned to normal. Now the question today is how proactive are your salespeople? We need to make sure this reactive order-taking attitude that existed during COVID-19 is gone.
Today we need our reps to be proactive rainmakers. They need to be going to their customers with solutions and new ideas. Bringing them ways they can improve their operations or lower their costs. We need our people to be more proactive initiators of new ideas, not just supporters of what their customers want.
What can you do to make sure your team are more proactive, asking more questions, and bringing more solutions to help their customers? It’s one of the best ways to actually increase your competitive advantage today.
Join me as I share ideas you can use to remind your reps of the competitive advantage and increased sales achieved when you stop reactively supporting and start proactively selling again… bet it might help you sell even more!