Sales - How deep is your bench?

If you saw the AFL playoff game between the Colts and the Chargers, you saw the Chargers starting Quarterback leave the field with an injury late in the first half, forcing the team to put their back up Quarterback into the most crucial game of the 2007 season. The back up QB not only performed well, he performed well enough to insure the win against the Colts.
All championship caliber sports teams have a deep bench. They have players who can step on the field at a moments notice and fill in for an injured or tired “starter”. And on successful teams they perform well, because they have been trained and coached for that particular moment when they are put into the game for a play, a quarter or the remainder of the season.
Do you have players on your bench that are capable and prepared to jump into your starting lineup at a moments notice?
Have they been coached and trained to the level that they can perform the duties and responsibilities of their position without negatively impacting the success of your Team?
Many beverage wholesalers depend on their supervisory or management staff to fill in when a sales rep becomes injured, goes on vacation or quits. Although the supervisor or manager is well qualified to fill in, is it really an efficient use of their time and your money?
Have you ever put a pencil to the cost of paying manager’s wages for sales rep responsibilities? Additionally, what happens to the daily tasks and responsibilities that the manager or supervisor can not perform because they are doing the sales reps job?
Some wholesalers use a “swing driver” system or their merchandise team as their bench. This is certainly an adequate solution to this problem but are these “substitutes” trained and coached on a regular basis?
How many of these individuals are included in regular sales meetings, training sessions, vendor presentations, etc.?
Are they up to speed on the current monthly programming?
Is it really important to include the “bench” in your meetings and planning sessions? I guess it depends on how successful you want to be and how prepared you want to be for the unexpected. If the #2 QB for San Diego had not been included in their practice sessions throughout the season, the Colts would have played the Patriots for the AFC Championship.

What is your opinion on this topic?

Need some help with your bench? Give me a call – 610-369-5067


Chris Zobel – CMZ Associates