Category Archives: Sales Rep Success

Ideas on how individual sales reps thrive

Territory Planning – A Key Success Factor

Posted on July 27, 2012 by jim@revenuewonk.com

One of the most important actions an individual sales rep can take to ensure success is to create a strong territory plan.  This plan is the sales rep’s personal business plan.  If done properly it will provide the rep a … Continue reading →

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The Open Question

Posted on July 19, 2012 by jim@revenuewonk.com

One of the challenges salespeople have always faced is how to keep the prospect’s mind on their solution.  Many times in their zeal to stay in front of the prospect salespeople cross the barrier and become a nuisance.  Once that has happened … Continue reading →

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Salespeople and Driving Demand

Posted on July 13, 2012 by jim@revenuewonk.com

Nothing happens in a High Performance Revenue Engine without demand.  Now this demand is driven in a variety of ways or what I call Demand Channels.  For example one Demand Channel could be email marketing.  In this channel some number … Continue reading →

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What Is A Hunter?

Posted on June 20, 2012 by jim@revenuewonk.com

As I talk with companies that are hiring sales reps a common refrain is “we need a hunter”.  That shouldn’t surprise anyone because if you look at sales jobs through the years that concept always stands out.  Question is what … Continue reading →

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Sales, A Noble Profession

Posted on June 19, 2012 by jim@revenuewonk.com

Everyone seeks a golden path.  A path that leads to the fulfillment of a noble purpose.  So how does driving revenue square with that ideal.  A first blush most people would posit that the life of a sales person might … Continue reading →

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The Price of Average

Posted on June 16, 2012 by jim@revenuewonk.com

You might notice the tagline in the upper right corner says “Don’t Ever Give Up”. Years ago I read a study on purchasing agents and their buying tendencies.  One of the questions was… How many calls does it take before … Continue reading →

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