Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year has been challenging for you as a major account rep, now is the perfect time to make a few adjustments, tweaks and commit to a successful 2017. Set aside quality time to do some serious sales planning so next year you get extraordinary results.
As you reflect and start working on your business plan, think about one word...
"TRANSFORMATION"
As a major account copier rep, how can you transform yourself to smash through the glass ceiling called quota?
A MAJOR ACCOUNT COPIER REP
As a major account copier rep, you are a vital component to your dealership's sales force. On behalf of the dealership, you represent their largest accounts and are responsible for supporting as well as managing the strategic relationships with their customers.
THE BRADY BRUNCH AND MAJOR ACCOUNTS
In my last blog post, I referenced 3 Things Major Account Copier Reps Consistently Do To Shoot Themselves With Complacency Bullets. I encourage and challenge all major account copier reps to walk, talk and act like major account copier reps. Be the example and set the example for all other sales reps on your team.
Unfortunately and all too often, I see major account copier reps act like spoiled rotten children exposing their childlike behaviors to all those inside their sales team. All this does is create animosity as other sales reps begin to talk... "Marcia, Marcia, Marcia"
GLORIFIED BABYSITTER
I don't mind opening Pandora's box. We are all feeling the pressure. The pressure from our manufacturers, pressure from our clients and pressure from our competition. Major account copier reps, I guarantee you will all start to feel the pressure as net new business growth is added to your compensation plans.
Are all of you truly and mean truly major account copier reps or glorified lease-end babysitters? This is the stigma you all have created inside your sales team. It is time for all major account copier reps to rise up and accept the sales challenge.
To borrow a line from Days of Our Lives,
"Like sand through the hourglass, so are the days of our sales lives"
THE 3 P CHALLENGE FOR ALL MAJOR ACCOUNT COPIER REPS TO CRUSH QUOTA AND SET THE EXAMPLE
The time is now for major account copier reps to rise up, set THE example and become true leaders inside your sales department. You all carry the highest quota numbers, you earn fantastic money and take care of your dealerships "cream of the crop" clients. We must walk, talk and act like business owners.
We must set the example to all other sales reps as you once were a "geo rep".
TO CRUSH QUOTA - YOU MUST HAVE A BUSINESS PLAN
In a previous blog post, Why Having A Business Plan Is A Must For A Major Account Copier Rep I encourage sales reps to set aside some time and think about What's Your Purpose, Plan And Goal For 2017?
- What is your plan to grow your business by xx% in 2017?
- What are you going to do to enhance your attitude, skills and knowledge?
- What are you going to do to enhance your mindset and skillset?
- What support do I need from management?
Your business plan becomes serious when I ask you this question...
How would you crush quota in 2017 if 50% of your base decides to keep their current equipment as opposed to upgrading?
Learn how to develop your business plan here at the Major Account Sales Workshop.
TO CRUSH QUOTA - YOU MUST BE ABLE TO PROMOTE YOURSELF
How are you perceived by your clients? How are you perceived in the marketplace by your future clients? Major account copier reps, it is imperative you promote yourself out in the marketplace not just to your current lease base.
If you want to crush your numbers and exceed quota you must be willing to promote yourself. No this isn't bragging about your tenure in the industry or how many times you made the president's club trip; this is about positioning yourself as the subject matter expert in your marketplace.
It starts with building your brand presence and no other has built a brand presence through self-promotion than the one and only Grant Cardone, Mr.10Xer himself.
"Promote yourself until people know your name and your face. Promote until they know you as a threat. Keep promoting until they know you as the leader in your space. Promote yourself until your competition is no longer threatened by you but finally admires you and wants to collaborate with you."
Grant Cardone
Your self-promotion begins with building your brand on LinkedIn. My challenge to major account copier reps, YOU must become better marketers as well as better sales reps as your sales funnel and bank account will love you for it.
TO CRUSH QUOTA - YOU MUST PROSPECT
Sorry peeps, ask any major account copier rep their strategic plan for prospecting in order to develop new business and listen for stone cold silence. Strategic and well planned out business development has become a lost art within the copier channel.
Again I ask you...
How would you crush quota in 2017 if 50% of your base decides to keep their current equipment as opposed to upgrading?
As a major account copier rep, why has prospecting been put on the back-burner? One huge reason... you have grown accustomed to flipping your customer base. So, as the lease cycle goes we all must face reality, a true major account sales professional creates a balancing act of nurturing their current clients while adding new clients to their sales family.
To crush quota in 2017, major account copier reps must integrate new school business development methodology into your sales process. Intelligent prospecting starts by improving how you manage your target list of major accounts.
It is hard to keep a consistent sales pipeline as a major account copier rep without a proactive, modern method of prospecting. Furthermore, without a healthy relationship funnel how can you maintain a consistent sales funnel?
TIME IS NOW FOR ALL MAJOR ACCOUNT COPIER REPS
To crush quota and maintain the sales leader status inside your dealership you must develop a change maker mindset. You are the sales leaders BUT in order to set the example for others to follow YOU must build something bigger than the walls of your own ego can hold, YOU must become vulnerable. You must put your ego aside and reach outside of your silo and integrate your plan, how you promote yourself and how you prospect.
I get where you are coming from. I walked a day in the life of a major account copier rep.
Please share your comments or share this post. I am here to help and open up a great conversation with you.
In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image
You can find more blog posts inside the Social Sales Academy website.
I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and drive conversations on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy
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