Monthly Archives: August 2020

Wow! Halfway through the third quarter of 2020!

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Halfway through third quarter of 2020. 

Many, including myself, still working from home.  This may be a “real” new normal for a lot of us.  It has taken a while for my wife to get used to me being home, especially having me home most days for lunch.

Resetting the way work is done and meeting on platforms like Zoom is getting easier every day.  I have reconfigured my daily work process and seemingly getting faster and better.

Here are five tips on working from home:

  1. Maintain Regular Hours. Set a schedule and stay with it.
  2. Create a Morning Routine. Get ready for the day.
  3. Set Ground Rules with People around you.
  4. Schedule Breaks and take breaks.
  5. Leave Home from time to time.  Take a walk or a drive.

Do these things and when normal is back you will be ahead of the game.

Stay Safe!

Great Quote____________________________________________________________

“You Don’t Have to Be Great to Start, But You Have to Start to Be Great.” – Zig Ziglar

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I have been practicing banjo and relearning guitar during the pandemic.  I am posting on YouTube check out the progress.  http://bit.ly/RFryYT75  

Daily behaviors for sales success need to be taught and coached!

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Last week I discussed the simplicity of the daily selling “Grind”!  Many salespeople will not do daily behaviors. Doing and tracking is hard. A lot of salespeople get little or no training in selling behaviors. I have met, hired, and fired salespeople who are afraid of the accountability a system creates. 

The best most productive and highest paid salespeople are lifelong learners.  They embrace continuous sales training and get onboard with daily behaviors; they understand the power of doing the numbers every day.  A day missed is potential lost sales.

I believe many people think sales requires an inordinate amount of time.  Daily phone cold-calling, fitting as many appointments in as possible, working 12, 15, 18 hours per day.

Depending on your goals and the goals of your organization you can set up a daily set of behaviors that produce desired results and work 8 hours or less and be very productive. 

Do daily numbers go home every night and know sales and goals will happen.  Work a little harder the week before a vacation and go away knowing everything is still happening and sales will continue.

However, from experience I have seen many salespeople who just cannot get into the daily habits and they fail to make their goals and sales happen.

I tell every new salesperson what to expect and that there will be great sales training, continuous sales training, and a minimum set of daily behaviors.  The daily behaviors are recorded tracked and accountable, for continued employment.

I usually get feedback and sometimes push back on this.

What are your thoughts?

Simplicity of the daily selling “Grind”!

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I have written and talked about daily sales behaviors for many years. 

In my view continuous training and reinforcement there is a basic requirement of doing daily behaviors, tracking them, and being held accountable to perform. 

Easy!

As Zig Ziglar said “People often say that motivation doesn’t last. Well, neither does bathing, that’s why we recommend it daily.”  In my view this same philosophy applies to continuous sales training and reinforcement.

In the point system I use there is a daily regimen of Sales and prospecting calls, face-to-face selling, and other contacts (email, letters, brochures, etc.). 

I have constructed and require salespeople 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 36 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, that works.

Many salespeople will not do daily behaviors. Doing and tracking is hard. 

A lot of salespeople get little or no training in selling behaviors. I have met, hired, and fired salespeople who are afraid of the accountability a system creates. 

The system can 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.

POWERFUL STUFF!

Contact me for a free coaching session “Grow your business now!”  

I will also direct you to some good sales training to go with it.