As we head into a new calendar year, and frankly, a tougher economic environment for row crop producers, Greg Martinelli has 7 steps for every ag sales person to find success.
“It’s so important to the sales team, especially now, as times are getting tougher and it’s not as easy to call on farmers anymore, and they’re a little grumpy out there,” he says. “Are are some ideas for them to spur them on and spur on their customers.”
Martinelli puts it simply.
He says, “There is a need for what you do and how you help farmers become productive and try to stay above breakeven. And if they’re not about break even, its’ about how are they are going to survive until we are back above breakeven.”
As such, he gives 7 steps:
- Don’t jump into the quick sand with them.
- Keep them moving.
- Provide perspective.
- Shed light.
- Show them a path.
- Put your customer on your org chart.
- Let them know they aren’t completely alone.
“First and foremost, quit jumping in the quicksand with them,” Martinelli says. “As much as you can try into the commiseration. Sometimes the sales people make it worse,” he says.
The perspective and positivity you can offer brings a unique level to your role as a consultant.
“Your superpower is that you go farm to farm, business to business, and you see what works and what doesn’t work,” he says. “Never underestimate the value of that. So you can shed some light on something that somebody’s doing that might be a fit for this person. And then, not only shedding the light, but you can also show the path to take.”
You can read about all 7 in this cover story from The Scoop, or you can listen to a recent Scoop podcast:
