Rental Sales woe's

[Alka Salezer]

I am sales person working for a industrial rental equipment firm. I fear that I am not making a impact in the market with my current efforts.

The problem as I see it is:

A) It's a rental service, therefore there is almost never an immediate need for product. It could be months before the potential client calls in.

We don't really track sales, so I am not sure if they are calling in because of my efforts or because of some other avenue (web, W.O.M, etc.)

C) I have a very large territory, and I find it hard to build relationships with potential clients when I am all over the place.

Any Ideas??

[recman1]

Originally Posted by Alka Salezer

I am sales person working for a industrial rental equipment firm. I fear that I am not making a impact in the market with my current efforts.

The problem as I see it is:

A) It's a rental service, therefore there is almost never an immediate need for product. It could be months before the potential client calls in.

We don't really track sales, so I am not sure if they are calling in because of my efforts or because of some other avenue (web, W.O.M, etc.)

C) I have a very large territory, and I find it hard to build relationships with potential clients when I am all over the place.

Any Ideas??

a) You need to build a pipeline in order that you have a continuos feed of business coming in
b) When you visit customers and leave information make sure your details are attached and they quote your name to get "the right price etc" when they call to order and email your company with the details of any client you visit so they and you can track them.
c) You need a good client management system in place so you can manage your territory and clients effectively, ideally on a pc where you can have reminders sent to you to call clients. However a diary will suffice.
Finally make sure you book appointments by location (ie postcode), and mix it up with new and repeat calls so you can see as many as possible in the day and you are getting effective call coverage.
Hope that helped