It's the new millennium - has selling really changed? Is the evolution of change something we as sales people in distribution really need to focus on? Is sales in the New Century really so different that the concept of pioneering a territory and then servicing the customer as a life annuity has gasped its final breath? The answer to those questions is yes. So, now what do we do to prepare ourselves to pass through this time warp and become "A" players in the New Century?

BEING AN "A" PLAYER IN THE NEW CENTURY

As an "A" player in the New Century you must build business-to-business relationships through channels that other team members can service. The special buyer/salesman relationship isn't dead, golf is still allowed, entertainment is still acceptable, but the degree to which these tools are used has changed. Certainly, the focus and the gray matter behind the sales planning process must contribute more to the long-term goals of the organization. The sales representative in the New Century ensures that their products, their services and their company becomes the channel of choice. The primary objective is the same. "First Call and Last Look," but the methodology has evolved to a higher level. Transactions are no longer managed by the field sales representative.

FOCUS HAS CHANGED

Focus must now be on planning for the development of new customers and increased penetration of current high potential customers. The main responsibility of the salesman in the New Century is NOT TO INCREASE SALES, but to systematically and consistently increase the number of customers that call you D.O.C., (Distributor Of Choice). If you truly practice solution medicine for your customers, if you find their pain and make it go away, you will become their D.O.C. That means you'll always get the first call and the last look.

THE REALITY TEST

How do you know if you made it through the time warp? How do you know if you are or can become an "A" player in the New Century? Answering the following questions should give you a clue.