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.
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.
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.