A continuum of numbers make the game of sales work! Do you know your numbers?
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 rewarding.
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.
Have a great week!