Specialty Fabrics Review June 2022 - 44

[ MARKETS ] BUSINESS
* Follow-up must be a daily
discussion. In every meeting with
salespeople, discuss the status of their
open quotes. You must consistently
emphasize the importance of follow-up
or your team will drop the ball.
* Make deadlines the norm and
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not the exception. Deadlines give sales
leaders an easy follow-up date for every
outstanding quote. Your team should
give you daily/weekly updates on all
open quotes without you having to ask.
* Celebrate follow-up that directly
leads to new sales. Share these wins
with the entire team and highlight
the follow-up efforts made to close
the deal. Successful follow-up is the
lifeblood of a business!
Action Steps
So now that you have learned about
the R-S-P-F Sales Formula, here are
your actions steps for success.
* Do an honest review of each
member of your sales team.
* Rank their four R-S-P-F habits
from 1 (best) to 4 (struggle).
* Meet with each salesperson and
have them rank the four R-S-P-F
habits for themselves.
* Review the results together. Develop
a timeline and a plan to address
identified challenge habit areas.
The goal is to identify where your
team is excelling or struggling within
these four key areas and address these
issues to improve performance. You
will become acutely aware of where
you need to lean in as a leader with
each sales representative.
James Auerbach is vice president, Event Segment at
the American Rental Association (ARA). He joined the
ARA in November 2020 after spending 25 years in the
event rental, event planning/production and hospitality
industries. He has managed businesses of various
sizes from small owner-operated companies to large
corporate and private equity-owned businesses.
marketplace
For more information on classified advertising in IFAI's Specialty Fabrics Review
contact Michelle Cook: 651 225 6957 | MLCook@ifai.com
HELP WANTED
COMMISSION SALES REPS WANTED
Neoprene Sheets, Hook & Loop,
Webbing, Elastic, Zippers, Buckles,
TPU Medical Fabrics & Hot Melt Adhesive
Many territories available. Established
in 1985, large inventory for fast delivery.
Please visit www.perfectex.com.
Please send resume to:
E-Mail: info@perfectex.com
Fax: 714-893-9339
Or call 1-800-326-1288 ext. 116 Konrad
FIND A JOB? POST A JOB?
Visit ifai.com/jobs to find employees and job
postings for the textile industry!
IFAI Career Center
44 SPECIALTY FABRICS REVIEW / June 2022
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Specialty Fabrics Review June 2022

Table of Contents for the Digital Edition of Specialty Fabrics Review June 2022

Specialty Fabrics Review June 2022 - Cover1
Specialty Fabrics Review June 2022 - Cover2
Specialty Fabrics Review June 2022 - 1
Specialty Fabrics Review June 2022 - 2
Specialty Fabrics Review June 2022 - 3
Specialty Fabrics Review June 2022 - 4
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Specialty Fabrics Review June 2022 - Cover3
Specialty Fabrics Review June 2022 - Cover4
Specialty Fabrics Review June 2022 - Expo Brochure 1
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