Sales – Is your entire week planned for contacts and gaining new business?

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):

1.    Face-to-face meeting contacts completed – 5 x 6 points = 30 points

2.    Telephone contacts (Meaningful actual contacts) – 50 x 2 points = 100 points

3.    Other contact, Email, letter/brochure, other social media – 30 x 1 point = 30 points 

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.

I will be expanding this over the next few weeks.

Good Selling or Bad Selling?

Many years ago, I had one of the best Receptionist/Gatekeeper in business, she understood and could stop non-essential salespeople from getting through.  One day she brought me a package.  It had been hand delivered.

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

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?