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Doug Wins Accounts

In order to share information on daily/weekly basis, I have created this blog. The purpose and mission of this blog is to share information your support team becomes aware of that will be useful in growing your business. This blog does not take the place of the FranConnect or the forums on FranConnect because you will not be able to respond to specific postings. It does not replace the monthly CAMPA meetings which is a forum for regionally oriented projects. It does not replace any field support or sales support training. Most importantly, it does not replace picking up the phone and calling a partner franchisee to ask a question or to just chat.

What I learned today from Doug Kimball:

Doug signed up a couple of new accounts this week. One account was a cable company that he and Scott Jenkins called on a few weeks ago. It took several follow up calls to win the account. Persistence wins the day.

Another account Doug signed up was a paving contractor. This company is a subcontractor on a project which requires employees of any contractor to be drug tested. This lead came from the Yellow Pages. Doug was able to get into the yellow pages a week before his yellow page book closed in his area. He is listed under drug testing, DNA testing and employment screening.
Doug’s Lab Tech Gloria is a winner. He is very pleased with her attitude because she tackles anything that is new and needs to be figured out. Having confidence in your staff is critical because it enables an aggressive field sales effort.

Golden Nugget: As sales activity in the field increases, operations creep always emerges. This is a slow and gradual process that begins with small and insignificant operationally oriented tasks that take seem to take precedence over make sales calls. This insidious operations creep has a gravitational pull that grabs any effort to increase sales by dragging the salesperson into the black hole of operations. Sometimes the salesperson is never seen in the field selling again. Doug acknowledged the danger of operations creep and knows that it is up to him to stay out in the field and keep selling in order to win new accounts every week and eventually every day.

Betty, Doug’s better half, is working on getting out into the networking world.