• Michael Giudicissi

How Long Is Too Long

I had an interesting conversation last week with a sales manager that I'm working with. We discussed an individual on their sales team, and that person's performance. It seemed clear that this salesperson needed a change of strategy in order to start generating the type of results that were expected of them.

So, we talked about "How long should it take to start seeing results?" and it got me to thinking. How long SHOULD it take to see results under the following circumstances?

1. Using your CURRENT strategy (assuming it's working) on accounts that haven't referred before

We would expect to see results in about 2 weeks.

2. Using a NEW strategy on existing accounts, but with an experienced salesperson

We would expect to see results in about 4 weeks

3. Using a NEW strategy on existing accounts, with a new salesperson

We would expect to see results in about 6 weeks

4. Using a NEW strategy on NEW accounts, with a new salesperson

We would expect to see results in 6-10 weeks.

So, where do you fall?

Now, I know there are some outlying accounts. Sometimes you get lucky on the first call....and are there at the right time....and you win business right away. Other times you spend months in an account that seems like it's about to break, yet nothing ever happens despite all of your efforts. Taking both of those types of accounts out of the mix, are you meeting the above timelines? If you are, terrific and congratulations....you are right on schedule. If not, there are many areas to evaluate to figure out why.

Remember this....the account you met 3 months ago that is referring 6x per month....has referred 18 patients in since you met them. If you didn't even get one of those referrals, and you have presented your agency and strengths professionally, something is wrong in the relationship and continuing to make "visits" probably won't change that.

Evaluate your strategy, your time to success, and perhaps, your need to adjust your plan. If you are having trouble with this part, our one on one coaching works specifically on the account by account challenges and strategy you need to focus on to succeed. Contact me to get started.

Have a great week....and Good Selling!

Michael Giudicissi

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