Maybe it’s just me, but I suspect not.
Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job.
Your bosses sense bountiful opportunity. There’s a whole new part of the country (or new industry) that no other rep is covering. Those suspects sure must be waiting to hear about your glorious products and services.
If this is your first sales job ever, you might even feel the same way as you bosses. But if it isn’t your first gig and you’re getting as jaded as some of us “old horses”, you might not have quite the same feeling.
Problem is many of us have experienced the feedback from these very same prospective clients in this new market when we approach them with our products and services.
Disinterest.
Prospects it turns out usually don’t care or don’t “get it”. Our new market is not panting for our help. In fact, usually they seem as if they have everything they need. They are “all set”.
So, if you’re in a new sales job, or if you’ve been assigned a new territory, what should you do?
I’m going to be discussing that on this blog at some length.
I’m going to be talking about your sales survival. And later on, maybe even how you can flourish and turn your “greenfield” (read desert) into a revenue-generating oasis.