Rural Sales

Most rural reps I meet fail to follow up. Yet research shows the final 8-12 interactions is where 80% of all sales are made. This means if you or your rural sales team are failing to follow up, [...]

Some people think going to the gym once will make them fit. Newsflash: it won’t. What will work is daily and deliberate practice to be the best you can be in rural sales. You have to put [...]

Let’s do employee engagement by the numbers: 31% are Actively Engaged (which makes them super sales stars and talent-attracting assets) 21% are Actively Disengaged (who are killing your [...]

Let’s assume you’re making the same top-line revenue you did last year and the year before that. Your margins and costs are getting tighter and you can’t pass on or raise your [...]

The problem with sales is selling. No one like to be sold but everyones loves to buy. Most rural marketers and sales people still haven’t worked out that those that out-teach the market, [...]

Let me be controversial: marketing is and always will be a servant of sales. I can hear the cries of anguish from aggrieved marketers. But why they ask? Because marketing has always been about [...]

Poor behaviour in children is often more about bad parenting than bad kids. If you want to make more rural sales you need to learn how to relate and motivate more. I came across this amazing [...]

When times get tough your rural customers will tolerate less risk when it comes to purchases, especially big ones. They will do their homework more They will ask around more They will ask more [...]

SouthWest Airlines some years ago decided it was better to focus on their happier 5, 6 and 7 ranked customers rather than their unhappier 1, 2 and 3 ranked customers. Research showed them that a [...]

High performing rural sales rep are worth their weight in gold but can be as rare as rocking horse shit. That’s why it pays to look after them and work out what makes them tick. However, [...]