By Bob Miller, vice president of sales, Gericare Medical Supply
Whether it’s a football game, chess match or sales call, be prepared for every play
Editor’s note: Spring is here and, for many long-term care sales reps, Super Bowl Sunday may be the farthest thing from their thoughts. But, as Bob Miller, vice president of sales, Gericare Medical Supply, points out, some of the lessons learned on the football field last February make equal sense in the sales field.
The momentum between New England and Seattle seemed to switch every possession. It mirrored a chess match. One team made a change, the other countered, both on defense and offense. It was the ultimate example of preparation and strategy. Take the last pass that Seattle threw that determined the game. New England’s defense went to a goal line defense, and Seattle countered with a pass – and a costly one at that.
Are you prepared?
Preparation and pre-planning: You can’t do enough of that, whether in the Super Bowl or in sales. When you make a sales call, are you prepared? Have you reviewed your notes about what you discussed on your last call? Have you reviewed your customer’s sales sheet regarding what they have or have not ordered, based on your last sales call? Do you know the names of the purchasing person, the director of nursing and the administrator? What is it they are working on – a wound protocol or a state audit? Or, perhaps they are opening up a new wing? You – the sales rep – need to be involved and in the game, so to speak.
If you are not involved, someone else will be. Be ready when you walk in that call. This is your job; this is what you do for a living. Shame on you if you are not prepared.
Patriots cornerback Malcolm Abraham was prepared. He made the play of the game – in fact, probably the play of his life. Abraham prepared with film study, and when he saw the stacked receiver formation, he knew what was coming and instinctively made the interception. He had gone over that play in practice and gotten beat twice. The head coach had told him the next time he saw this formation, he should step up and make the play.
Sales reps can do the same thing. You experience many different things at different accounts, and you can use those experiences to determine trends, attitudes and what it is on your customer’s plate. Get in the game and make sure you are prepared to act instinctively. Know your customers’ name in your accounts, review those folders on what you did last time, and look at their sales. Focus on what you don’t have in their account, and plan a walk-in strategy that enables you to attain it. You can make the difference!