These two quotes by Benjamin Franklin, one of the most influential founding fathers of the United States, have played such a pivotal role inside the sales world today. “If you fail to plan, you are planning to fail” and "By failing to prepare, you are preparing to fail."
I encourage you to set aside some time and think about these two quotes as a major account copier rep. If you would like some help check out What Is You 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?
Here's where it becomes serious...
- If you have had no M.I.F (Machines in Field) to flip how would you get to your budget number?
- If you lost any one of your top 5 accounts, how would you get to your budget number?
In my last post, 3 Things I Learned As A Major Account Copier Rep On The Streets Of Los Angeles, I shared my story and why having a plan as a major account copier reps is crucial to your success.
A well written, well thought out and well managed business plan is your roadmap to success. If you want to get from point A to point B, we don't think twice as we enter our starting address and ending address into our smartphones.
GPS guides us to our final destination. Think of GPS as you develop your business plan. Your business plan provides the roadmap to help you get to your end-point, meeting or exceeding quota.
The time is now for major account copier reps to rise up, set an 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.
MAJOR ACCOUNT COPIER REPS MUST WRITE A BUSINESS PLAN
A major account business plan is a well thought out written description to your personal business's future success. This is a strategic document that tells what you plan to do and how you plan to do it. It is walking the walk and talking the talk.
The plan does not have to be over complicated. It's basically a strategic and tactical plan for acquiring new business, growing existing business while making and/or exceeding sales quota. It is a healthy mix of new business, current client renewals and selling more offerings into existing clients (going wide and deep).
Let's keep this simple. Inside your plan think about...
- New business acquisition strategies
- New business acquisition tactics
- Existing current client growth strategies
- Existing current client growth tactics
This is a roadmap of how you are going to grow your business. This strategic plan is a process and thus has inputs, activities, outputs and outcomes. This is a process, like all processes; it may have constraints. These may be formal or informal and typically involves feedback from management.
As a major account copier rep, a great place to start building your roadmap is here...
I encourage all major account copier reps to again give thought to...
"If you lost any one of your top 5 accounts, how would you get to your budget number?"
HOW ARE YOU GOING TO PROACTIVELY DEVELOP YOUR BUSINESS?
It is simply not OK to sit back, rest on your laurels and manage a lease expiration list. What example are you setting for all other sales reps on your team? At one point in time you were a young rep and you had to work your ass off.
Lead by setting a professional business example. Lead by walking the walk and talking the talk. Show the younger sales reps on your team how it is done and what they can inspire to become.
When proactively developing your major account business take into consideration:
- How you will exceed quota?
- How you will increase the awareness in your marketplace for your dealerships products, service and solutions?
- How you will increase your participation and become more active within your community?
- How you will obtain referrals from your clients?
Jim Leyland, the retired Pittsburgh Pirates manager nails it...
"You don't lead by lip service, you lead by example"
THE TIME IS NOW
The final part of your business plan must detail the timeline for implementing each aspect inside your plan. Once you've created, please don't file it away! Keep it handy and revisit it, revise it and share it with management on a regular basis. Not only hold yourself accountable to it have management hold you accountable to it. Stay on track with your plan, and you'll stay on quota.
In case you missed my webinar, How To Build A Nex Gen Major Account Department you can download it now by clicking here
Let's hold ourselves accountable. Set the example and let's all rise-up!
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 communicate 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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