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Liz Bray, a 16-year sales veteran with Sysco – Kansas City, is the latest DSR to be inducted into the AFDR DSR Hall of Fame as the February DSR of the Month.
Liz continues to learn everyday about how to adjust to the ever-changing marketplace in her rural territory in Northeast Kansas which is about 45 minutes from the warehouse. She lives in her territory so she knows just about everything that’s going on with foodservice establishments that are open or opening.
Bray started her career in the foodservice business working with a small restaurant chain and ended up being the director of operations running both the front and back-of-the-house. She says even with all of that experience, she was very surprised about what she did not know about the distributor side of the business. It took about two years for Liz to feel somewhat confident in her sales role, but it was around the five-year mark that she felt confident enough to train others and to help her customers with their operations.
As her business grows, her daily routine improves which really helps both her and her customers. Salesforce.com has been helpful with her routine, although it was a struggle to switch from her old-school planner in the beginning.
Using many of the tech-based sales tools Sysco has available like thedish.com and Test Kitchen have improved her ability to be a better partner and consultant, plus they enable her to help her customers to MAKE MONEY! Bray also shares in this audio interview how she continues to learn how brokers can be a major asset in her overall sales success.
During her interview with DSR Live! Liz praised her truck-drivers. Having a county route has been a great benefit for building relationships with each of her drivers because she has the same drivers each day of the week and they really look out for her. They communicate with her about everything going on in an account when she’s not there.
Liz has a passion and natural determination for the foodservice business that drives her. She considers herself a consultant to her customers and prospects, not a sales person.
Topics and sales tips Liz & DSR Dave discuss in her audio interview:
- Greenhorns, set-up broker ride-withs once a week so you learn products faster.
- Greenhorns, on a slow day work with a different Vet MA because everybody does it different.
- Veteran Sale Reps that might need some motivation, make some cold calls in a different territory on different operator segments than you’re used to.
- When making calls on your customers, make them look forward to seeing you–make their day.
- Always having a plan on ways to help your customers on each visit will enable you to develop a relationship with them so they start to count on you for their success, and not one of your competitors!
DSRs, Be a Resource…and Sell Something!