b'3 Characteristics to Look ForCASSIDY MILLIONDIRECTOR OF AG SCIENCE, HELIAE AGRICULTUREin a Biological Sales Team CMillion@heliae.comwww.phycoterra.comWHEN IT COMESto building aa team. Integrity is a huge charac-better biological sales team, theresteristic when working with farmers. a lot that goes into it, but the mostTheyve become a little jaded whenIncrease Your Return important component boils downit comes to agronomic advice, so to one thing: the people.that sincerity is imperative. on Investment with a When it comes to assemblingThe ability to hear the word the perfect sales team, before youno. For a lot of clients, biologicalsSupercharged Spermosphere evenpost that you have a posi- are still an add-on sale. Especially in tion available, you need to have ahard years, such as when commod- PICKING OUT SEEDtreatments is like predicting perfect understanding of what youity prices are bad or the weather orthe weather. You can turn on the news, hear a forecast need. For me, thats understandingeven a global pandemic, biologicalsfor rain, and bring a rain jacket. But theres often no that while were here to sell, werecan be a hard sell because theyguarantee it will rain. When it comes to seed treat-also here to consult. Along witharent perceived as a necessity. Aments, its hard to predict what your fields will come determining if we are setting thegood salesperson needs to be ableup against each planting season. future employee up for success.to hear the word no and accept it.One investment growers should add to their seed Here are three characteristics weA lot of farmers have concernstreatment plan every year is a carbon-rich microbial look for in a biological sales team: about what the future looks like forfood to supercharge the spermosphere. The sper-Have a strong understanding ofhim, so theres always the possibil- mosphere is a short-lived, microbial- distinct zone agronomy. Ive already mentionedity they arent considering addingaround the seed. Activated microbes in the sper-abovesalespeople, especiallybiologicals or other inputstheyremosphere support germination, stand establishment, when it comes to biologicals, arejust looking for buying seed, ferti- and yield productionand increase ROI. more like consultants. Having anlizer and chemicals. Instead of beingA microalgae superfood can provide a high-quality understanding of agronomy, even aafraid of the word no, see it insteadcarbon source around the seed to improve seed-microbe generic understanding, can be justas an opportunity, not an obstacle.associations. As your seed grows, microbial partners are as important as an understandingNow, these three characteris- key for seedling establishment, improving plant stand, of the business aspects of sales. tics of course wont solve everyand helping with abiotic stress. Microbes provide these In biologicals, were really enhanc- problem youre having. But if yourebenefits through improved nutrient uptake, optimized soil ing what weve learned in previ- lucky enough to have team mem- conditions, and releasing antioxidants. ous generations about agriculture.bers with these characteristics, theWhat happens if you dont supercharge your Understanding the previous genera- rest will fall into place.spermosphere? The carbon on your seeds coat is not tions successes and pitfalls whileenough to feed the microbes throughout germination. knowing the agronomic positioningThus, growers should consider adding a microalgae-for maximum benefits of biologicalsbased microbial food application to their seed treat-can really help the sale process. ment program to wake up and feed dormant microbes. Have Integrity and relate to theIf you dont, youll be missing out on 75% of your customer. We really seek peopleseed and soil microbes supporting your crops. In mul-who can relate not only to distribu- tiple trials, adding a microalgae superfood to super-tors and dealers, but also to thecharge the spermosphere increased ROI. farmer.In 13 locations, corn with a supercharged sper-Ultimately, our end customer ismosphere produced a 4.4% increase in bu/acre over the farmer/producer. The closer wegrowers standard. In 17 locations, soybeans with can understand what the customera supercharged spermosphere produced a 8.4% is looking for, the better we work asincrease in bu/acre over growers standard. In five locations, wheat with a supercharged spermosphere produced a 4.9% increase in bu/acre over growers standard. CHRIS THRASHER Supercharging your spermosphere is like putting on DIRECTOR OF NORTH AMERICANyour favorite pair of boots before you start your day. SALES, ABM Make a plan to supercharge your spermosphere before ChrisThrasher@abm1st.com your next planting season. abm1st.com26/ SEEDWORLD.COMJANUARY 2023'