Another MUST LISTEN TO Podcast for good explanations of the summary of topics below.
Summary:
Working with your Teammates: If you treat inside sales, buyers, transportation managers, credit department, and drivers in a friendly and professional manner it will make all the difference in reaching your goals.
Accounts Receivable: One of the things that most DSRs wish you didn’t have to deal with, but Donnie says more than ever, he is picking up checks or his driver gets them, the old school way and it works. It’s a touchy subject with some customers if they fall behind. Use your system to manage it consistently.
Greenhorn DSR tips: Try not to get discouraged and just keep dropping off those cards and seeing people every place you possibly can because Maccini says that it is a numbers game, especially when you first get started. Never quit going back in because SOMETHING WILL HAPPEN with their current vendors, and they will call you if they see you enough. There are plenty of accounts out there for everybody and if they like doing business with you, that customer may recommend you to someone else!
Veteran DSR tips: BE HONEST about everything, the bad and the good. Maccini feels like his customers make an investment in him because he makes an investment in them!
Communication with customers and colleagues: If any person calls that is involved with Maccini’s business, he responds as quickly as possible that day and within minutes if he has the answer. He will search for the answer promptly and get back to them to let them know that he can or cannot help with it, even if he is playing hockey.
Be a Resource and SELL SOMETHING!!
