Do you have a sales process and daily
system for generating business? I do! I have developed and use a sales process involving
daily point accumulation. Diligently
follow a selling process and create sales.
Daily point accumulation allows
for measurement and tracking of the sales process. Daily work on this process coupled with good
sales training creates a dynamite selling opportunity — almost guaranteed
(Some sales people just don’t get it!)
Do you have a process and training to keep your sales group on Track?
Does your company do business with the
government? I did with my last company
and have just started with my current company.
There is a very large “RIVER” of bids coming out daily. Once you figure out what you can sell to the
government learn the process and get going.
Many people talk with me about how hard
or how easy it is to begin selling to the government. I have helped several companies get started. The process is not complicated. However, it does take consistent effort,
daily oversight and certainly work.
I have a goal that
I really want to accomplish. I can't do it in a day or month or probably
a year. It may take 2 to 3 years. I found myself not working this
goal with the same momentum as goals more achievable on shorter terms.
That is probably the human nature side of accomplishment.
Well — I
reaffirmed my three year goal as being very important to me when
accomplished. I have reaffirmed and dedicated daily time 15 – 30 minutes
to stay on task. I haven't missed a day this year.
My reaffirmation
of this goal was easy. The hard part was not having a very easy to use
measurement tool to follow progress. As much as I hate to admit this, I
have a really good tracking system for my goals and accomplishments in life but
not a really good tracking system for something new. I was half heartedly
tracking progress but nothing really jumped out to me saying — Hey, you are
not on track here. Now I have a spread sheet that shows Green when on
track and Red when off track.
Do you have a
measurement system for your important Goals?
I found some old
calendars from years ago. When I wanted to start and follow a goal
(Weight, Exercise, Playing the Banjo, Etc.). I kept the Calendar in a
drawer in the bathroom. I opened that drawer everyday (My hair dryer was
in it), and I plotted my daily goal progress.
Looking back on
those calendars I see that I accomplished many life goals. Do you have a
tracking method daily to follow your progress?
As a CEO/President
for many years I can attest to the following:
According to
the National Sales Executive Association,
12% of sales people only make three
contacts and stop
Only 10% of sales people make more
than three contacts
10% of sales are made on the fourth
contact
80% of sales are made on the 5th to 12th or more contacts
Sales people
need a process, a culture of sales/selling success and on-going training. I work a daily process for myself.
We as
managers need solid information to see the sales process. Too many times it is treated as “Magic that
just happens”. I help set up and refine
the daily grind of sales measurement. If
interested – Let’s talk!
Setting results-based goals can be dangerous. You can’t directly control the outcome of
your work. If you want 6 face-to-face meetings
per week you may not make it. People may
be out of office or too busy and you miss your goal. Instead, look at your historical data and
decide how many calls you need make to book 6 meetings. If it usually takes 35 emails and 20 telephone
calls to make 6 appointments try increasing or doubling that. Keep doing activities that work.
They share their goals with others –
Reps who make their goals, share their goals. By telling and sharing with others there is
an accountability factor created. Your
peers will know what your plans are and will be curious if you pulled through. Also, writing goals and posting them for
yourself and others to see helps drive vision and completion.
They choose small, specific, short term
goals –
The larger
the goal, which may seem insurmountable, the more likely reps will fall off and
not achieve. Pick goals that are small,
specific and short term. You feel
energized as you meet and complete goals.
Then start setting harder ones.
They walk away from dead deals early –
Walking away from dead deals early is hard and requires discipline. I have found that few reps have the strength to
do it. However, by walking away you have
more time and a better chance of working on deals more likely to close. Many times we make an emotional connection with
a deal and that can become dangerous, and not allow the rep to walk away. The longer a bad deal is worked, the harder
it is to walk away.
