New security companies stay in business an average of three years. The average dealer will survive 18 months. You have the talent to do the job, you are getting referrals, and no question, you are busy. But it's time to develop a sales team; building commercial business can be challenging. It takes discipline and patience. The ultimate reward is great, but the sales cycle is long.
If you have hired a new commercial sales representative and you're in the field selling yourself, your time is scarce. If you want your new sales representative to achieve success, they must have specific strategies and direction. They must have a game plan every day.
Mark, a new commercial sales representative for company X has just completed his second month on the job. Although he was a sales representative for a telecommunications company, he has no prior background in the security industry. He has spent the past two months becoming familiar with the industry, and observing sales calls, installations and service calls. Mark is anxious to get started and doesn’t want to wait to get out in the field any longer.
MARK: I want to get started. I know I’m going to have a learning curve, but I feel like I’m wasting time.