As we came upon finishing our fiscal year along with many of our manufacturer partners, I was tasked with working closely with our sales team to run down potential incoming purchases with us. This brought me into the thought process of how complex a Sales Rep/Account Mgr./Territory Mgr. in our industry – and others – has become with advancements in technology, social media, and our everchanging world.
In the past, it was a rolodex, catalogs, and flyers – with your feet on the street and the phones to uncover new clients and build relationships. Today, it’s grab your laptop, use sales force or some other system, connect over email, network on LinkedIn, and don’t forget, be available using Zoom, Teams, and your cell phone 24 hours a day to respond to questions and assist with product recommendations.
Of course, they have to keep up with product changes and technological advancements to offer good recommendations to you or me. Yes, they can research the details, although your best sales professionals are ahead of the curve. They want to be the ones to introduce the technology to you to be a true consultant in offering you the solutions. That’s their value, and they know it!
That means they have to integrate ongoing training into their day-to-day. Plus, they have to keep up with their management about the status of the project and opportunity. Let’s not forget about the internal company relationships, which are another real key component for a sales professional to fulfill their commitments. They must have strong relationships to get things done, because if they’ve made a commitment, they have to deliver on the commitment.
Above all, time management seems to be a common skill among all sales managers. As detailed in Stephen Covey’s “7 Habits of Highly Effective People: Powerful Lessons in Personal Change,” the ability to manage time emerges as the cornerstone of success.
He explains, “Habit is the intersection of knowledge (what to do), skill (how to do), and desire (want to do).”
This book has always resonated with me in both my professional and personal life. It’s been a constant reminder in my life with so many constant changes and focuses, whether it be on a personal or professional level. Regardless, they are intertwined with each other, and you must be able to balance both, or most importantly, manage the imbalance when life commands of you. Time is the single most important element in our lives and, at times, the most difficult to manage effectively. Stephen Covey’s recommendations for managing our habits for personal change help with time and priorities. It’s a good read.
This crucial combination of knowledge, skill, and desire requires precise time management, as a sales manager must find the time to educate themselves on new technology and services, visit clients, and build a pipeline for new business, management, internal processes, and relationships – and don’t forget the paperwork in there, as well. Staying up to date on the latest trends and products isn’t just a choice; it’s a necessity in an industry that thrives on progress and innovation.
If you are in a position that supports the sales team, I encourage you to give them some love and assistance to make their jobs just a little easier!
I’m here to save them some time and give all my sales professionals a little extra time with their Panasonic needs.
Leverage Me As A Resource For Your Panasonic Needs
At Exertis Almo, we deliver top-notch service with expert product recommendations. Let’s get in touch to find the perfect Panasonic solutions for your upcoming project. Reach out today and let’s embark on this journey together!
Angie Greene | DSCE
Business Development Manager
Supported Manufacturers: ScreenBeam and Panasonic
