You ask an interesting question. In my opinion, it is not always about what the Rep can do. My point is that it depends on the leadership and their approach to relationship selling. If a good strategy of Relationship Selling is in place, the month to month, quarter to quarter and year to year will take care of itself. The problem in most cases is that the Rep and or their Leaders focus on THEIR goals and not enough on the Customers goals. It is very difficult to be Customer Oriented as a Rep if your Organization isn’t. Building better relationships, ie trusted partnerships, takes time. It isn’t and cannot be a function of “Ramp Up” time or the Targets of the Sales VP. It has to be on the terms of the Customer to really work. Once the Relationship is built, THEN the Rep can start “winning” business—in far great excess than their targets demand. Just my opinion.

Vin

Would appreciate your advise on what else sellers should do at month end to maximize their business results?

Nancy

this is good advise for people happy to stay in the treadmill of chasing monthly, quarterly and yearly results. This approach does however not maximize business results.

Christian