Find great tips and a variety of thoughts for being a more effective sales rep in the natural products industry.

Using Google Earth to Visualize Your Accounts

Stop staring at a spreadsheet full of cities and trying to mentally map your accounts! Use Google Earth to easily visualize where all of your accounts reside within your territory. Ever get back from a long trip only to realize you skipped a small town just off the freeway where you had an account? With this cool trick and find those outliers easily and better plan your sales route.


Tools for ExpoWest 2011

Heading to ExpoWest next week? Between meetings, show floor time, and other duties your time can be limited. Are you prepared to be as efficient as you possibly can?

Travel Planning

“Shoot! Where’s that hotel confirmation e-mail? What about my flight?”

These are questions I often ask myself in the days leading up to a big trip and often I’ll get e-mails from co-workers wondering if I have confirmation e-mails that I can forward them. Unless you specifically file that information in a special folder in your e-mail program, chances are you’ll never find it in the deluge of messages that is your inbox.

Enter Tripit..

Tripit Logo

If you haven’t heard of it, TripIt is a service that keeps track of all your travel plans. Simply create an account on the TripIt website and whenever you receive travel confirmations, simply forward them to and all your information is neatly organized and accessibly in one place. Better yet, if you have a gmail account or use google apps for your domain, you can set it up to automatically put incoming itineraries into your TripIt profile.

The companion mobile apps make everything easily accessible from your phone so you can quickly reference your flights and hotel info. Highly recommended!


At The Convention

Once you arrive at ExpoWest, there a multitude of ways to keep yourself organized and focused. First off, if you’re a broker who needs to be spending time at the booths for your companies, I find it a good practice to look up the booth number for those companies and write them down on the back of your convention badge for quick reference. Read the rest of this entry »

Making Sales: More Science Than Art

Some sales organizations treat key account planning as though it’s an art rather than a science. I think it’s a science. Even if they treat it like a science, many companies don’t really understand it really well or don’t have a systematic way to applying it to their organization.

– Sales Roundup Podcast

I was listening to an episode of the SalesRoundup Podcast the other day that was discussing and giving advice on Key Account Planning. The quote above really hit me and made me realize that I try as often as possible to approach sales as a science. There are so many tools and and strategies available to you as a sales rep that it becomes possible to break making sales into smaller steps and tasks and allows you to tailor your apporoach to achieve the highest rate of success.

This is what I hope to achieve in this blog; to be show you the tools you can use to break account & client management down to a science so you have all the information you need at your fingertips in order to make a calculated and strategic approach at each store you visit. If you do keep an ipod with you in the car while driving around to your accounts, I recommend the podcast mentioned above. I subscribe [iTunes link] to it in iTunes and it automatically puts new episodes on my ipod that I listen to when driving around the state. I only recently started listening, but I’ve gotten some great tips so far.

Happy Selling!