Dear Shaun,
Keep up the good work!!! I recently retired and I took with me the lessons of the proper way to organize a sales territory. Thousands of books on how to sell, and not many on how to get to get and stay in front of their customers to sell your products.
What percent of salesmen leave there house on Monday morning and have very little idea where they are going to sell that week. As a corporate salesmen I also trained the sales force on territory origination. During the 20 year life of my sales agency I trained my people and many sub agents.
It is so sad to get in a car to ride with a salesperson and see a legal pad with the people we would see that day, I know it would not be a fruitful day. So often not even knowing who to ask to see, knowing names of employees, wrong samples, lack of catalogs and the dreaded words “let’s go in for a visit”
Now to my question, I have a successful proven record will you help me with suggested ways of how I may sell my proven way of organizing a territory. Any input will be appreciated and so will a world of lost salespeople who will be made productive, if simply following my method of knowing where you are going, who you are going to see, and what you are there to sell.
Kind regards,
Bill Ford
Bill, the simple answer is you are looking for a business plan. There are many websites to assist you with putting together your business plan including http://www.bplans.com/ and http://www.businessplans.com/. You also mentioned you are retired, you may want to join or use http://www.score.org/, they offer advice from retired executives. You can also use http://www.elance.com/ to find professionals to assist with writing your business plan.
My more detailed response, based on your question, you should already be halfway there, because you said you want to offer territory management services, so this is your territory. Who are you going to call on each day? How many calls a day? Who is your ideal client? What is value proposition? I would start with calling on companies in the industry you have been selling to for the past 20 years. You may have to give some free services (comments on free services below) to organizations you have dealt with in the past. There are cross industry and product strategies to organizing your territory but there are also different strategies when selling low margin products versus high-end senior management strategic series. If you start with your industry, not only will you provide value with organizing a territory but you will have the bonus of industry knowledge.
Set realistic expectations and ask yourself some tough questions. Is this a full-time job for you, a hobby, do you need the income, should you be looking for a full-time sales job with another company? Do you need to get financing / capital? Do you have the start-up financial resources to build the business (collateral, website, travel, etc.)? Should you buy a pre-package / franchise sales consulting package (ex. http://www.sandlerfranchising.com/)? Are you willing to do the detail work in your business plan? How many cold calls a day are you willing to make a day? Is your significant other supportive in the efforts to start a business? If you have a six month sales cycle and you start the business today, are you prepared to not have your first sale until Q2 of 2009?
I want to high-light giving away free services. I do not recommend giving away more than one or two free engagements for many reasons. First, you get what you pay for, and you may find that you are not receiving the attention nor respect from your client because they don’t have any skin in the game and see the value as free. Because of this make sure you get commitments from your client in being a reference (assuming you are successful), dedicating time and resources for your project, management time for feedback on the engagement, paying for your services when you reach a certain milestone, etc. Second, until someone pays for your service you are not running a business you are running a charity. Lastly, until a client pays for your services with their hard earned money, especially in this economy, you will not truly know if your services are valuable.
Bill, 'Good Building your Business' and starting another career. Reader Feedback, please click the comments below to give ‘Bill’ additional information and I want your feedback on my response. Shaun Priest aka CloserQ.
Keep up the good work!!! I recently retired and I took with me the lessons of the proper way to organize a sales territory. Thousands of books on how to sell, and not many on how to get to get and stay in front of their customers to sell your products.
What percent of salesmen leave there house on Monday morning and have very little idea where they are going to sell that week. As a corporate salesmen I also trained the sales force on territory origination. During the 20 year life of my sales agency I trained my people and many sub agents.
It is so sad to get in a car to ride with a salesperson and see a legal pad with the people we would see that day, I know it would not be a fruitful day. So often not even knowing who to ask to see, knowing names of employees, wrong samples, lack of catalogs and the dreaded words “let’s go in for a visit”
Now to my question, I have a successful proven record will you help me with suggested ways of how I may sell my proven way of organizing a territory. Any input will be appreciated and so will a world of lost salespeople who will be made productive, if simply following my method of knowing where you are going, who you are going to see, and what you are there to sell.
Kind regards,
Bill Ford
Bill, the simple answer is you are looking for a business plan. There are many websites to assist you with putting together your business plan including http://www.bplans.com/ and http://www.businessplans.com/. You also mentioned you are retired, you may want to join or use http://www.score.org/, they offer advice from retired executives. You can also use http://www.elance.com/ to find professionals to assist with writing your business plan.
My more detailed response, based on your question, you should already be halfway there, because you said you want to offer territory management services, so this is your territory. Who are you going to call on each day? How many calls a day? Who is your ideal client? What is value proposition? I would start with calling on companies in the industry you have been selling to for the past 20 years. You may have to give some free services (comments on free services below) to organizations you have dealt with in the past. There are cross industry and product strategies to organizing your territory but there are also different strategies when selling low margin products versus high-end senior management strategic series. If you start with your industry, not only will you provide value with organizing a territory but you will have the bonus of industry knowledge.
Set realistic expectations and ask yourself some tough questions. Is this a full-time job for you, a hobby, do you need the income, should you be looking for a full-time sales job with another company? Do you need to get financing / capital? Do you have the start-up financial resources to build the business (collateral, website, travel, etc.)? Should you buy a pre-package / franchise sales consulting package (ex. http://www.sandlerfranchising.com/)? Are you willing to do the detail work in your business plan? How many cold calls a day are you willing to make a day? Is your significant other supportive in the efforts to start a business? If you have a six month sales cycle and you start the business today, are you prepared to not have your first sale until Q2 of 2009?
I want to high-light giving away free services. I do not recommend giving away more than one or two free engagements for many reasons. First, you get what you pay for, and you may find that you are not receiving the attention nor respect from your client because they don’t have any skin in the game and see the value as free. Because of this make sure you get commitments from your client in being a reference (assuming you are successful), dedicating time and resources for your project, management time for feedback on the engagement, paying for your services when you reach a certain milestone, etc. Second, until someone pays for your service you are not running a business you are running a charity. Lastly, until a client pays for your services with their hard earned money, especially in this economy, you will not truly know if your services are valuable.
Bill, 'Good Building your Business' and starting another career. Reader Feedback, please click the comments below to give ‘Bill’ additional information and I want your feedback on my response. Shaun Priest aka CloserQ.
Comments
Your advise is as usual most helpful. I wish to thank you for the web site suggestions. Your answer has caused me to rethink my desire to start up another company. Another company for me would be number four and they were started when I wore a younger mans clothes.
If I may as a senior who hit the brick for 40 years, I would like to pass on through you to the young tigers. One morning they will turn out of bed their feet hit the floor and they will be 65 years old. If I may suggest the present has many problems, do I have the right job, does my job pay enough for what I do being on the road away from my growing family.
Man is divided in three parts, young care free concerned about good grads for college, (military) and of course his lady friend. Next he prepares for a successful profession, raising a family and hoping to reach retirement age.
Then it hits did he really prepare for retirement, after all he has done well, accomplished many goals a good husband and father. "But" what does he do now, please in your own words pass on to those who follow you prepare for the future now more than ever. There are no more gold watches like my Grandfathers received, there is uncertainty and it is very scary you once again on your own, don't count on your children, they have their own problems.
If you choose to write about preparing for the future I know you will do a great job, this is so important.
Kind regards,
Bill Ford