The haunted hayride from the airport to our first
appointment led me to be believe that everything the sales mangler needed to
know was learned by trick-or-treating.
From his inappropriate costume, to his empty tote, he was ill-prepared
for the horrors that awaited him at the dealerships.
Our pumpkin-headed protagonist had one goal in mind: to
procure treats (purchase orders). He
would not stand for accepting tricks (service issues).
Of all of the witches, Frankensteins, mummies and ghouls,
perhaps the scariest of all of the apparitions coming to town is the
werewolf. You remember him don’t
you? No, not Jack (O’Lantern, we’re
talking about the fellow who morphs from one creature when with you, and into
another one when in front of a customer).
Why do we continue to drink the same Kool-Ade each year and
expect different results?
The time has come for a new strategy: pre-plan the dreaded
territory visit!
A few key questions answered in advance could eliminate the
horrifying confusion and fear.
Who, what, when, where, and why? Establishing the logistics before the
bewitching hour could go a long way in successfully navigating the bell-ringing
before the neighborhood curfew is up.
Will there be training?
What collaterals are needed? Is there a new product to be focused on?
Any particular geographic area or customer class that needs attention? Who’s making the lodging and entertainment
reservations? Are there any skeletons in
the closet?
Having ironed out all of the particulars beforehand will go
a long way in setting priorities and expectations on everyone’s parts. Measuring the results against those
pre-established goals represent the essential tools for gauging the success of
a field excursion.
Accepting candy from strangers is only advisable one day per
year. Actively managing your
relationships should not be an ongoing nightmare.
