A sales tracking system completed daily = Sales Success!

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Do you have a sales process and daily system for generating business?  I do!  I have developed and use a sales process involving daily point accumulation.  Diligently follow a selling process and create sales.

Daily point accumulation allows for measurement and tracking of the sales process.  Daily work on this process coupled with good sales training creates a dynamite selling opportunity — almost guaranteed (Some sales people just don’t get it!)

Do you have a process and training to keep your sales group on Track?

Make 2019 your best year yet!

Business with the government?

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Does your company do business with the government?  I did with my last company and have just started with my current company.  There is a very large “RIVER” of bids coming out daily.  Once you figure out what you can sell to the government learn the process and get going.

Many people talk with me about how hard or how easy it is to begin selling to the government.  I have helped several companies get started.  The process is not complicated.  However, it does take consistent effort, daily oversight and certainly work.

If interested — Contact me, let’s talk.

Make 2019 your best year yet!

Momentum! Still there for reaching your GOALS?

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I have a goal that I really want to accomplish.  I can't do it in a day or month or probably a year.  It may take 2 to 3 years.  I found myself not working this goal with the same momentum as goals more achievable on shorter terms.  That is probably the human nature side of accomplishment. 

Well — I reaffirmed my three year goal as being very important to me when accomplished.  I have reaffirmed and dedicated daily time 15 – 30 minutes to stay on task. I haven't missed a day this year.  

 My reaffirmation of this goal was easy.  The hard part was not having a very easy to use measurement tool to follow progress.  As much as I hate to admit this, I have a really good tracking system for my goals and accomplishments in life but not a really good tracking system for something new.  I was half heartedly tracking progress but nothing really jumped out to me saying — Hey, you are not on track here.  Now I have a spread sheet that shows Green when on track and Red when off track.

Do you have a measurement system for your important Goals?

I found some old calendars from years ago.  When I wanted to start and follow a goal (Weight, Exercise, Playing the Banjo, Etc.).  I kept the Calendar in a drawer in the bathroom.  I opened that drawer everyday (My hair dryer was in it), and I plotted my daily goal progress. 

Looking back on those calendars I see that I accomplished many life goals.  Do you have a tracking method daily to follow your progress?

Make 2019 your best year yet!

Do you have a solid process for tracking and following sales?

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As a CEO/President for many years I can attest to the following:

According to the National Sales Executive Association,

  • 12% of sales people only make three contacts and stop
  • Only 10% of sales people make more than three contacts
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the 5th to 12th or more contacts

Sales people need a process, a culture of sales/selling success and on-going training.  I work a daily process for myself. 

We as managers need solid information to see the sales process.  Too many times it is treated as “Magic that just happens”.  I help set up and refine the daily grind of sales measurement.  If interested – Let’s talk!

Make 2019 your best year yet!

4 Characteristics of Sales Reps who meet and exceed their goals:

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  1. They set activity-based goals –

Setting results-based goals can be dangerous.  You can’t directly control the outcome of your work.  If you want 6 face-to-face meetings per week you may not make it.  People may be out of office or too busy and you miss your goal.  Instead, look at your historical data and decide how many calls you need make to book 6 meetings.  If it usually takes 35 emails and 20 telephone calls to make 6 appointments try increasing or doubling that.  Keep doing activities that work.

  • They share their goals with others –

Reps who make their goals, share their goals.  By telling and sharing with others there is an accountability factor created.  Your peers will know what your plans are and will be curious if you pulled through.  Also, writing goals and posting them for yourself and others to see helps drive vision and completion.

  • They choose small, specific, short term goals –

The larger the goal, which may seem insurmountable, the more likely reps will fall off and not achieve.  Pick goals that are small, specific and short term.  You feel energized as you meet and complete goals.  Then start setting harder ones.

  • They walk away from dead deals early –

Walking away from dead deals early is hard and requires discipline.  I have found that few reps have the strength to do it.  However, by walking away you have more time and a better chance of working on deals more likely to close.  Many times we make an emotional connection with a deal and that can become dangerous, and not allow the rep to walk away.  The longer a bad deal is worked, the harder it is to walk away.

Good selling!

Make 2019 your best year yet!

Good Selling / Bad Selling?

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Great Books, Goal Setting, Continuous Learning, Public Speaking

Some years ago, I had possibly the best Receptionist/Gatekeeper in business, she understood and could stop none essential sales people from getting through.  One day our Receptionist/Gatekeeper brought me a package.  It had been hand delivered.

In the package was a T Shirt from my alma mater — Indiana Institute of Technology, and 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. 

At that time 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 referral.

He never called!

How many times have you had seemingly good salespeople just not follow through?

Good selling or bad selling?

Make 2019 your best year yet!

Are you doing business with the government?

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Great Books

Does your company do business with the government?  I did with my last company and have just started with my current company. 

There is a very large “river” of bids coming out daily.  Once you figure out what you can sell to the government learn the process and get going.

Many people talk with me about how hard or how easy it is to begin selling to the government.

I have helped several companies get started.  The process is not complicated.  However, it does take consistent effort, daily oversight and certainly work.

If you are interested — Contact me.

Make 2019 your best year yet!

A really great book! – The Richest man in Babylon! Get and Read it!

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I have met, listened to and read business and life philosopher Jim Rohn’s advice for many years.  Jim Rohn spoke about and recommended a book: The Richest Man in Babylon by George S. Clason. 

“The secret to personal financial success is believing and practicing the axiom:  Part of all you earn is yours to keep.  Learn to live on less than you make and save the balance for yourself.” (George Clason, 1952). 

Jim Rohn mentioned: “I’ve recommended this book to over 4 million people over the past 40 years with the promise that can help you create financial independence, and probably less than 10 percent have gone out to buy it.  Don’t let that be you!  Go out and find, buy and read this book!”

At one point in my career I committed to giving the book out.  However, after a while I would ask people if they read it – Generally the answer was no.  So, I keep talking about it and like Jim Rohn I urge people to get it.

The book is an easy fast read, packed with ideas for financial success.

Make 2019 your best year yet!  Get the book The Richest Man in Babylon

Daily sales behaviors?

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Daily behaviors completed and measured get results. 

I utilize and require sales people 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 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. 

The system can actually 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 more point system information. I'll also direct you to some good sales training to go with it.

Make 2019 your best year yet!

How is your time spent – sleep, ready, eat, commute, Leisure, Life Goals!

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If you spend 8 hours working, you sleep 8 hours, work 8 hours and bathe, eat, and drive 3 hours — what do you do with the other 5 hours. 

Ready Eat Travel?

Bathe, eat, travel / commute — I call this time RETy (Ready, Eat, Travel time).  Most of us can quantify the travel time fairly closely. I typically spend 45 minutes in the car going to work and coming home.  For 2019 I want to maximize this time, as learning time.  If I go to work 5 days per week 50 weeks a year I have 1-1/2 hours / day x 5 days x 50 weeks = 375 hours that can be used for listening and learning.

Remaining daily 5 hours?

So, if you come close to this daily living model.  What do you do with the other 5 hours. 

Some people spend the time unwinding some people spend the time working toward life goals.  Some do both.  5 hours / day x 5 days x 50 weeks = 1,250 hours that can be used for leisure and life goals.

Think about it, that’s on week days, not even counting weekends.

How do you spend time?  Track it and see what you do with your time.  Then look at weekends — It adds up! 

Make 2019 your best year yet!