In outside sales, things don’t always go as planned. You can be successful anyway.
by Shawn Blymiller, Inbound Account Executive
It’s 11 AM. Your appointment with a prospect that is a 40-minute drive from your home office has canceled. They sent you a text when you were about 20 minutes away, telling you that they’ll have to reschedule for next week.
You’re only about ¼ of the way to quota and you need to hit your numbers this month. Otherwise, you have been warned that you will be put on a plan.
Historically this area hasn’t been worked very well by people in your office because of the long commute. You don’t have another appointment lined up until later in the afternoon because you knew how long of a drive this would be. Also, because this is your first time meeting this prospect, it could have taken 30 minutes, or it could have taken 90 minutes. You never know with your first appointments.
You are now presented with a choice. Do you stay in that area that you are currently heading to, or do you turn around and spend more time in the car driving back to the office?
Do you meet up with a friend in the area for a lunch date?
Do you catch up on social media at a nicer restaurant?
Do you catch that midday sports game or talk show at the restaurant? I mean the day is a loss right?
If you’re in field sales, you’re probably faced with choices like this on an almost daily basis. But in this line of work, “Time is Money.” You need to spend your time wisely in order to generate as much business as possible.
Turning Things Around
Here’s how you can avoid these dilemmas and be smarter about them when they do occur.
First of all, maintain an optimistic attitude. As Alexander Graham Bell said: “When one door closes, another opens; but we often look so long and so regretfully upon the closed door that we do not see the one which has opened for us.”
Yeah, your appointment didn’t work out the way that you’d hoped. But there are still opportunities to get stuff done, as long as you’re determined enough to look for them. Often all it takes is a willingness to adapt, and that’s the first major step towards a successful day.
Sales Tech Can Help
Of course, there’s a lot you can do to be prepared for these inevitable situations. Before you go to the remote area, do your homework. Pull up all of the contacts and opportunities in your company CRM (Customer Relationship Management System) that are listed in that zip code and surrounding area. Rank them based on the size of the company, potential revenue, past meetings with decision makers, etc.
If you’re going to invest in working in this area, then fully work it. When you have listed 20-30 contacts in the surrounding area, plot them on a map. (SalesRabbit does this really easily). Now you have a baseline of contacts that you can reach out to now that you have some free time.
After you approach these contacts that you plotted on a map, take the time to meet the neighboring businesses and the decision makers in those businesses. We call this clover-leafing. Create these leads in your CRM and plot them on a map. (Again, SalesRabbit does this really well). Take note of the interesting and important conversations that you have with the gatekeepers. Figure out how you could get business to progress with those companies.
There is really no excuse to take an off-day just because things aren’t going the way that you planned them to go. Sales tech provides you with options to adapt and thrive in any situation. You should always have a Plan B and C, or at least an optimistic attitude that’s willing to adapt on the fly.
SalesRabbit is built to make that adaption easy and make sure reps and managers always have smart options in the field. Check out our solutions for rep tracking, lead tracking, and area management. Or, you can click our chat bot to learn more about specific solutions for your company.