Rural Strategy

A rural sales manager watches one of their reps get stuck in a customer conversation. The rep is wobbling. The objection catches them off guard. The customer pushes back on price. The next [...]

It usually doesn’t look dramatic. It looks like the phone call you meant to return but didn’t. It looks like the driveway you meant to turn into on the way home Friday afternoon, but talked [...]

You have probably heard the old sales line that most deals are won after multiple follow-ups. Fine. That may be true. But a lot of rural reps take the wrong lesson from it. They hear “follow up [...]

How often have you bought the cheaper version of something, only to regret it when it failed? I have. This summer I bought five plastic water timers. They were $9.99 each. Cheap enough to feel [...]

When you go to the doctor, you present your problem to them. The doctor doesn’t walk into the room and immediately tell you what is wrong with you. They consult with you first. They ask [...]

If you want to change behaviour, start by looking at your incentives. Every sales incentive program influences how your rural sales team behaves. Reward the right behaviours and performance [...]

Why Most Rural Sales Meetings Are a Complete Waste of Time Let’s be honest. Most rural sales meetings follow the same predictable pattern. The manager talks. The team listens. A few numbers [...]