How are your numbers going for 2019? Do you know your numbers? Do you track
your numbers? Or – Do you let things happen and hope you have a good year?
Daily behaviors completed and measured get results.
I utilize and require salespeople working with me to use a tracking
system consisting of 7,500 points per year.
I know that if a salesperson 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.
Many sales people won't do daily behaviors. Doing and
tracking is hard.
A 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 creates.
Couple a good behavioral system with consistent on-going
training and sales happen.
Let me know if you want more point system information. I'll also direct you to some good sales
training to go with it.
Many years ago, I had one of the best Receptionist/Gatekeeper
in business, she understood and could stop non-essential salespeople from
getting through. One day she brought me
a package. It had been hand delivered.
In the package was a T Shirt from my alma mater — Indiana
Institute of Technology. There was 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.
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?