The challenge of gazelle and the lion
Every morning in Africa a gazelle awakens knowing it must run faster than the fastest lion or it will be eaten.
Every morning a lion awakens knowing it must outrun the slowest gazelle or it will starve. It matters not whether you are a gazelle or a lion, when the sun rises you better start running fast in order not to be eaten or having nothing to eat.
The challenge of the sales rep
Every Monday morning at the start of the week a sales rep knows he must generate leads and close deals faster than the competitor or he will have not enough sales.
Every Monday morning at the start of the week the sales rep of the competitor knows he must close deals faster than the competitor or he will lack sales.
It matters not for which company you are working as a sales rep. When the week starts you better start generating leads and start closing your deals in order to have sales or missing sales.
The constraints of the sales rep
The gazelle only has to outrun the lion or hope another gazelle is just slower.
The lion only has to hope he will be able to catch a slow gazelle.
The gazelle can run anywhere where it thinks it is opportune to go.
The sales rep needs to close deals faster than the competitor, but also sell at a price in order to keep enough margin to be profitable as else the company goes out of business.
The sales rep has a limited number of products or services to sell limiting him to sell whatever is best suited.
The sales rep needs to sell the products defined by marketing and developed by engineering limiting his possibilities.
The sales rep is bound by his geography limiting where he can go.
The sales rep has more constraints than the gazelle or lion:
- Number of deals required for the sales volume
- Price for margin
- Products or services of the company
- Design of the products or services
- Geographic region
The life of a sales rep is hard due to all limitations.
How hard do you run as a sales rep for closing sales deals ?