From the Field

In recent discussions with Doug Kimball (Lancaster) and Jill Chioino (Martinez), they shared the following with me.

Jill: In the span of 3.5 hours, she made 11 sales calls on Tuesday of this week (her first day in the field). She landed one account for sure (background checks to start) and found two other possibilities - a staffing agency for drug tests and elder placement agency for background checks. Keep it up Jill. Don't allow operational issues drag you back into the operational black hole.

Doug: Doug signed up a new client. This was a HAVC company that is expanding. When I asked him the source of this client he said that he found this company while driving around calling on other prospects.

He also shared that he is doing Quest collections for an auto dealership. He made a sales call on the HR manager of the auto dealership and has an appointment to discuss moving from lab based testing to instant testing. His sales points were: quick turn around, background checks and a possible bundling of services for a more competitive price.

Field sales is all about numbers. The more sales calls that are made the more presentations can be booked which WILL result in more new clients. This is the eternal math of field sales.

To hear what happened on follow up calls by Jill and Doug paste the following links into your browser and listen to them outline how things are developing.

http://www.discoveraccu.com/audio/jc-1.wav

http:/www.discoveraccu.com/audio/kimball-1.wav


Congrats to Jill and Doug on their follow through and hard work in the field.