Independent Sales Organizations and Teams...

Too much to do? Need a better way to increase sales and profits? Need to differentiate yourself and your business? Need a better structure in which to work? I can help.

Are you in one of these situations...

1. Starting a new Field Sales Organization.

• You are just establishing your new company and trying to grow.
• You need help to establish and position your new brokerage company.
• You need to attract good people, excellent customers and quality manufacturers.
• You need a way to organize your business.

You may have had a measure of success in your prior sales role, (after all, the way to the top is to have first been a successful salesperson yourself, and then move up to establishing your own sales organization). Or you may have been in retail sales, but now want to move to an outside sales role. (But please realize that it takes a lot more than retail selling skills. Business-to-business selling skills are far different than retail selling.)

The transition from just selling for yourself, to managing a business, and managing other people is a big step… one that requires new skills and abilities.

• You need to figure out how to be different and better as a sales organization; so you need a business strategy.
• You need to effectively manage people, manufacturers, and business situations in order to thrive; so you need management skills.
• You need tools to support you as you expand and grow; so you need processes that will enable you to save time an effort.
• You need to run your business like a business; so you need business skills.

Doing this by trial and error can be very costly, time-consuming, and stressful. My Selling Naturally System™ coaching program can help you avoid the costly mistakes in time and money that many people make. It is designed to address the 10 proven strategies needed to succeed as you grow your business.
[See the details]

2. You are an established Sales Team Leader …
whose business is good but not great.

• You have been in business for a while.
• You are mildly successful.
• You have some good lines, but could be doing a lot more
  if you were approaching business differently.
• You would like to make some changes that would position you for more success.
• You are working harder and harder for the same limited results.
• You are seeking better results and an improved way of doing things.
• You feel that if you could make some changes, business would be better.
  But what changes should you make?

So to whom can you talk? Who can you share your concerns with? The manufacturers whose lines you represent? Other sales team leaders? Your own sales people? While any of these may be people you could share your concerns with, you may not feel comfortable that they will understand. Perhaps that could even weaken your position in their eyes and lead to other issues like losing their confidence. Are in this dilemma? Are you facing situations and problems that you feel you can not share, even with the people with whom you work most often?

As a Business Coach I provide a support role for these very kind of issues and concerns. Many times being a sales team leader can be a very lonely position. You need to wear many hats. You face many issues. Having someone to confide in and bounce things off of from time to time can be a very valuable resource to have. As I work with others in the field, I play that very role. It's not unusual for me to receive emails or telephone calls and have short conversations about issues that arise when my clients need a helping hand, and some extra input.

My Selling Naturally System™ coaching program can help you by providing the resources you need to work through the tough spots and take a fresh approach. It is designed to address the 10 proven strategies needed to succeed as you grow your business.
[See the details]

3. You are an experienced Sales Team Leader that wants to restructure your approach and create more profits, yet not be going crazy with too much to do.

Are you working IN your business or ON your business? Michael Gerber, the business management guru, suggests that too many small-business owners are not working ON their business; instead they're still working IN it. As a Business Coach I focus on helping you work ON your business.

If you're like many small sales teams, your situation probably looks like this. You have been very successful as an independent sales rep in the field, perhaps even for a number of years. As you grew, you added some sub-reps under you to better manage the territory.

It is going reasonably well but you have gotten to the point where it's all getting to be too much. One of the reasons for this may be that you have retained your own personal territory, continuing to successfully call on stores and build business as you always did in the past. And while this has many good merits to it, it also tends to overload you. At the same time you have added other reps and sub reps in your territory to cover the geography and the accounts.

What often happens is that you do not have enough time to train, develop and help them make progress. While maintaining your own personal accounts, you also have the overhead of running a business, and the added pressure of managing people. Manufacturers become concerned about the quality and completeness of territory and account coverage. You are struggling to meet their needs and demands.

All of this makes for anxiety, stress and far too much on your plate. You know you need to change something…. but what? Sometimes you feel you even need a sales manager to manage the territory, but that can get very expensive. So you decide to hit the road yourself and spend days (and weeks) riding with and working with your sub reps. While this can be very effective and supportive to them you also struggle with other business needs, and of course your mind is always on your own accounts in your own territory. Far too much to do, and too little time to do it.

If only be process could be made easier. If only there was a way to develop the sub reps to become more effective in all that they do. If they were more organized, more effective, more efficient, there would be a better result.

As a Business Coach who works with the natural products industry, I can help you adopt the best practices that have helped other brokers dynamically grow their business, attracting better people and better manufacturers. I train, coach and consult on the 10 Key Strategies that have proven effective in building real business and sales results.

My Selling Naturally System™ coaching program can help you take steps to restructure your approach, examine your processes and get better results. It is designed to address the 10 proven strategies needed to succeed as you grow your business. [See the details]