As the sales leader, I frequently get asked by other members of the senior management team, “what do we need to do to drive more sales?”. Coming off a record month in October, I realized that one of the key reasons we did so well last month was that our sales representatives have reached a point in their territories where they have what is best described as tenure. Call it time in position. Perhaps it should be a new sales metric or Key Performance Indicator?
I believe that the longer an effective representative is in their territory the more sales they drive. Think about it. They have become a part of the team with their customers, who now have a level of trust and comfort with the representative. They know what to expect.
The sales rep is more confident as they get repeat business and master the art of prospecting for new clients. They know their territory and how to best work their cycle. They know how often to call on their best customers and what they need to do to keep the business.
My number one rep has been in his territory for seven years. He has very loyal customers who only use him. That did not happen in one year or even two.
So if you are a sales rep, I encourage you to stay at it. If you are making effective calls and generating the right amount of activity, you should continue to sell more as the months and years go by. Sales managers, take a look at the average tenure on your sales team and use it to assess your situation and your team performance. Find ways to increase “time in position” to boost sales.
As always, leave a comment and let me know your thoughts.
Bill Cook
