![]() ![]() ![]() Glide angles increased rapidly with horizontal range, approaching 45° at 3 m, above which they gradually decreased, suggesting that northern flying squirrels are optimised for long distance travel. Take-off forces ranged from 1 to 10 bodyweights, and landing forces were between 3 and 10 bodyweights. Take-off and landing forces were both positively correlated with horizontal range between 0.5 and 2.5 m ( r=0.355 and r=0.811, respectively, P<0.05), but not significantly different to each other at each range tested. These were both slightly compliant (less than 1.9 mm N –1), and instrumented using strain gauges so that forces could be measured. Northern flying squirrels were filmed jumping from a horizontal branch to a much larger vertical pole. We present experimental performance and behavioural evidence that flight in flying squirrels may have evolved out of a need to control landing forces. Insure your salespeople hit their numbers by providing a market opportunity profile that includes elephants, rabbits, squirrels and any other varmints you can land in your market.įailure to do so and you are setting your salespeople up to be road kill in their year end performance review.Flying squirrels are well known for their ability to glide between trees at the top of a forest canopy. Have you segmented accounts by lifetime sales opportunity?ĭo you have an inside sales model that helps identify where the rabbits and squirrels are hiding?Īs the sales leader, are you equipping your salespeople with a complete market opportunity profile, or is your lack of market knowledge showing? How about your sales team? Do your salespeople have a balance of elephants, rabbits and squirrels?ĭoes your sales team focus only on landing elephants or do they also fill their commissions on rabbits and squirrels? Market leading sales organizations balance their focus on elephants, rabbits and squirrels. the salesperson does not require a great deal of training and experience.they are less likely to source complimentary products, accessories and parts.higher close percentage, higher probability to win the sale.the buyer is in the market you are hunting in and not "corporate" some where.they appreciate your solutions to their problems more.they are more profitable as a % of sale than elephants.they are busy, and value your consultative approach as an expert in the solutions you provide.you are dealing with the economic buyer ( the owner) in most cases.the equipment and training is less expensive.I like selling smaller accounts as well as elephants. In the background of your market, there are smaller accounts, (rabbits and squirrels) running to buy. This is a problem as all your competitors are just as likely focusing their scopes right now to bag what you thought was your elephant. What I have personally experienced helping sales teams is everyone knows who the elephants are. Another problem that compounds the focusing in on elephants is the opportunity cost lost rabbits and squirrels running to buy.ĭo your salespeople clearly understand the market they serve and the opportunities that exist? Far too many salespeople focus on selling elephants to help bring their sales to quota back in line and this tactic backfires.I shared how ill-equipped and poorly trained most salespeople are calling on large key accounts (elephants), and they are not only destined to fail, but there is a high probability they are also damaging your brand in the mind of key account buyers. The market is tough and salespeople are hired to make it happen, make the sales number. In my previous post I discussed a problem: " One common problem I am observing in the market today is salespeople are "hunting elephants with BB guns" and getting frustrated when they fail to bag their trophy. ![]()
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