Most industries are mature. There is substantial competition and the pressure to keep prices low throughout the entire supply chain is immense. Given that fact, I find it curious that despite the years of sale experience, not one of the sales people has taken the initiative to take your products to a new, less competitive market.
As an example, the college and university bookstore market is booming. Every person in the sales organization lives within a half- hour drive of a major university with 20,000 or more full time students. Yet, not one has taken the time to drive over and visit the bookstore to discover how the company’s products might find their way to the shelves for students to see, and purchase them. The college and university bookstore market was discussed as an opportunity market months ago. How long will we have to wait until someone takes the time to take the first step of actually taking to a bookstore manager or purchasing agent? Or, simply making a telephone call to find out the correct person to talk to?
Not making the calls
Although each sales person was given a travel budget of whatever they requested, only a few are using the money wisely. Current customers are not being called on face-to-face and prospects are being sent literature in lieu of a meeting.
