I write and talk about weekly,
monthly and yearly goals and performance for salespeople.
In my career I
have had opportunity to build a point system that if followed, allows a
salesperson in the Aerospace industry to create a sales year of $3,000,000.
After mastering this point system a salesperson can then go on to predict and
sell to a higher level and build a larger income.
This point system
works for one week as follows (Assuming 230 working days 46 working weeks):
contacts (Meaningful actual contacts) – 50 x 2 points = 100 points
contact, Email, letter/brochure, other social media – 30 x 1 point = 30
Total for the
week = 160 points; If executed weekly Minimum 7,500 points for the
year. I’ve proven over and over, success with continuous execution of
daily, weekly and yearly points – No Excuses!
There have been
many salespeople that thought they could perform to this system and failed
miserably. Others that once understanding the system combined with really
good sales training went on to sell well above $3,000,000.
Think about this
and see if it makes sense for you.
What is one
of the worst things you can do to a customer — Cause opportunity for an RMA –
Returned Material Authorization — something is wrong and the customer is not happy!
An RMA is
the Black Mark of Black Marks.
I started my
career of customer service in the world of RMA and Warranty.
It is quite
possibly the worst and most frustrating thing you can do to a customer.
The product was bought to use not
On-time, instant gratification, great
There is a tremendous need for a
system, procedures, and people to handle the returns. (I wrote complete procedures with cost to
Both Sides are MAD – Customer
returning product and the supplier trying to handle the non-routine work.
experience of owning my own company, I have witnessed the process of people in
the organization knowingly shipping product, “under my watch”, that was bad, to
make the numbers. When I discovered this
several people were immediately removed from my organization.
As I stopped
and reflected on what happened, I decided I was probably part or all of the
cause. I summoned all managers and as a
group we decided this needed correction.
Most likely another moment of getting the Lean Journey started and not
really being aware of it.
underlying cause was bad operating systems.
We did not have good repeatable processes to ship flawless material. So began the journey.
We did get
better and improved. That year we began a
real “Lean Journey”. I was amazed at the
rate we lowered RMA’s at our company!
A continuum of numbers make the game of sales work! Do you know your
Last year, several salespeople from different companies asked that I start an
accountability group. We met Fridays, 5 to 6 people per call. Great
learning for all and they are on the way to understanding and managing a
continuous sales process.
Just finding salespeople that want help in learning and being accountable is
refreshing. Also, learning that companies don’t have sales training or
don’t understand and teach a sales process is too bad, actually sad.
So — To have a group of salespeople requesting an accountability group is
great. As I explained, this is a tough profession — but — can be very
When I sold my company, I was criticized by the new owners for high turnover
in the sales force. I explained that selling is the easiest job to look at
and see if results are happening. I provided continuing sales
training. Sales training is not a onetime event it is truly a continuous
process. Even today, I attend training and read new books on selling.
My challenge as facilitator, has been to teach and help these people learn, and
that once you have a working set of numbers to define your particular sales
process — sales potential is unlimited!
We look at numbers every week and discuss the selling process. Each
person has up to 5 minutes or less to tell us about the week, lessons learned,
victories and defeats. The people not doing their numbers and making
excuses are called out by the others. Bottom
line for this group is — are the numbers being completed or not.
All realize that if Face-to-Face meetings, calls and follow-up are completed
properly, sales will result.