Some years ago, I had possibly the best
Receptionist/Gatekeeper in business, she understood and could stop none
essential sales people from getting through.
One day our Receptionist/Gatekeeper brought me a package. It had been hand delivered.
In the package was a T Shirt from my alma mater — Indiana
Institute of Technology, and a note from the salesman requesting an
appointment, and comment that he hoped I appreciated his effort to get my
school T shirt. He said he would call in
a few days.
I graduated from IIT in 1973 with a Bachelor of Science in
Mechanical Engineering, the idea that this salesman had gone to the trouble to
get me the shirt was unique and I liked his style.
At that time I instructed our receptionist/gatekeeper that I
was impressed by this salesperson and that when he calls I will take the call. After a little research on his company, I was
pretty sure I would not need his services.
However, I would listen to him and then if possible direct him to a
He never called!
How many times have you had seemingly good salespeople just
not follow through?
I have met, listened to and read business and life philosopher Jim
Rohn’s advice for many years. Jim Rohn
spoke about and recommended a book:
The Richest Man in Babylon by George S. Clason.
“The secret to personal financial success is believing and practicing
the axiom: Part of all you earn is yours
to keep. Learn to live on less than you
make and save the balance for yourself.” (George Clason, 1952).
Jim Rohn mentioned: “I’ve recommended this book to over 4 million
people over the past 40 years with the promise that can help you create financial
independence, and probably less than 10 percent have gone out to buy it. Don’t let that be you! Go out and find, buy and read this book!”
At one point in my career I committed to giving the book out. However, after a while I would ask people if
they read it – Generally the answer was no.
So, I keep talking about it and like Jim Rohn I urge people to get it.
The book is an easy fast read, packed with ideas for financial
behaviors completed and measured get results.
utilize and require sales people working with me to use a tracking system
consisting of 7,500 points per year. I know that if a sales person does
the behaviors consistent with Prospecting, Telephone, Email, and Face-to-Face
customer contact at a rate of about 33 points on average for 230 working days
per year, can bring in $3,000,000+ in sales bookings for the company. It
is a proven process. It works.
sales people won't do daily behaviors. Doing and tracking is hard.
lot of sales people get little or no training in selling behaviors. I’ve
met, hired and fired sales people who are afraid of the accountability a system
a good behavioral system with consistent on-going training and sales
system can actually be set up for the entire year. Think about that. Set up
your sales schedule for the next twelve months, do the daily behaviors and
watch your income go to where you want it to go and no excuses.
me for more point system information. I'll also direct you to some good
sales training to go with it.