Rural Sales

Netflix said the more rules you have in your culture the more your culture is broken. The same can be said for sales. The more you need to manage your sales team, the more signals you have that [...]

We’ve been in the privileged position to interview, teach and train hundreds of rural sales reps over the years. This means we get to see what separates the great from the good. Here are [...]

Accurate sales forecasts are key in this business climate. Accuracy allows you to make good, informed business decisions about where and what you need to spend when. Without a solid sense of what [...]

Rural reps often regard your customers as their own, referring to them as “my customers” which is a telling choice of language. Book-buying only reinforces this fact. We see this [...]

Remote selling isn’t something new yet we’re seeing a lot of resistance to it right now. Many clients are telling us their reps won’t sell remotely, complaining that [...]

In times like this you need a lean and mean business machine. You have to cut all waste from your system. It’s become apparent there was a lot of fat floating around. Unnecessary business trips, [...]

Let’s not sugarcoat things here. Business and sales are going to get tougher before they get better. And the only way things get better is when we get better. When we don’t subject [...]

Wow. What a week we’ve just had. Hopefully you’ve managed to catch your breath, settle in and adapt to your new normal for now in lockdown. Last week a lot of businesses faced the [...]

Panicking has never made for good, sound decisions.  From a psychological and physiological point of view, our brains freeze when facing perceived threats and fear through a flood of adrenal [...]

Rural is in bloody good shape right now. Milk payout forecast is good, meat schedule prices are at an all-time high and horticulture is still punching well above its weight. Log prices have [...]