Can SALES success be determined?

I believe that the easiest thing in the world to determine is whether you will be successful in sales. That is not to say that there are not allot of noise that will get in the way, or that you will be mislead, but for the most part by following a simple formula I (and you) can determine if you will be OK this quarter and the next and the next.

I have written, so many times, that prospecting is the key for most sales people, and here again, it enters into the discussion. But, let's change the word from prospecting to "starts", which means anything that you want it to be. It could be cold calling, knocking on doors, calling existing clients, taking inbound telephone calls, or even sitting and waiting for something to happen. It doesn't really matter so long as it starts, and you understands the ratio between starts and "ends."

Just for today, suppose that you know for every 10 starts you will close a sale. And on any given day there will be 5 starts...they call you...you call them...etc. You know already that you will have 1 sale every two days. And let us say that you have been tracking these numbers and see that the 5 starts each day happens all the time, or averages to the same ratio. You only need to project out for the period of time, and the number will be there.

The above is based on doing nothing but sitting there, which for the inbound rep that is what they do most times, take the calls. No problem.

If, however, you bec0me proactive, and can change the ratios you still know the results.

Go back to the same little test, 10 starts= 1 sale. If you do not have those starts today or this week, you don't have the chance to make the sales.

I can look at the appointment book of any sales person and determine if they will be successful and the money they will hit. No appointments, no sales. More appointments, more sales. Sounds really obvious, but is it?

How many sales people do you know who think it through this way...do you?

The better you understand the ratios and the better you can leverage them, the more successful you will be in sales.

Good Selling,

Steve

BTW: away this week, will be back here on Friday or Saturday. Don't let the week get away from you.

Watch the play that the Clinton's will use this week! They are not going to give an inch on anything!

ss

WHY oh WHY?

I was actually thinking about the blog the other day, and why I started writing it in the first place. The answer is simple, I really thought that it would help sales people get insight into the hardest job in the world: selling!

The is no question in my mind that sales people are the ones that make it happen for all of us. I have on my desk a sign that picked up years ago that says "Nothing happens without sales." Today, more than ever that is true.

So what's with the economy. It seems to me that there are pockets of recession and pockets of relative stability. Obviously the housing market has been hit everywhere, and credit resources are in trouble. Nevertheless, it seems curious to me that all of this would happen immediately AFTER the politicians campaigning for president said it! They seem to have started a problem before it was emerging, and now they play upon the fears of most individuals.

I read yesterday that people are hoarding rice, buying bags of it at Costco. It seems that the store is allowing people to only by four 20 pound bags.

Then there was the story on the TODAY SHOW that said that people in the country were worried about the food supply. Meanwhile, the farmers are happy with the high prices that they are getting for their grain, now being used for fuel.

In my opinion, the refund that the country will be getting should help put money into the economy. But at the same time, if we are going through a recession the best that those funds will do is soften the blow.

I also think that it nuts for the presidential candidates to say that they will bring back the jobs that are lost overseas. Jobs in Ohio, Penn., etc, will not be back. They are lost forever, and the folks have to find new training. Here is the rub about everyone out of work...they aren't. Unemployment is low, so who are they talking about; the 60 year old guy who has retired from the plant five years ago?

So there are some thoughts for you.

As Hillary said in the beginning "Let's chat"...remember that crap?

Good selling,

Steve

7Days and counting

Back from a 7 day trip, and while I do not have the time to get into the whole trip: thanks to my friends North of the border, and to the great folks in Pitts.

I spoke about a number of new things on this trip, including the dog story, which I will share next time. I love this story, since it covers the concept of whether the prospect is really in "pain!" Any way, more about that later. Max has made an interesting comment, and if you can get through the junk, check it out.

Good Selling,
Steve

We are not alone

In sales, did you ever think that you were the only one that goes through some of the crap that we do. I was on the plane yesterday and met a man who has been selling for the past 25 years, and we had a great conversation.

As someone who works with sales people, I get different reactions on HOW to sell, and at the same time, learn from everyone. This guy starts the conversation with a opening line; I'll bet you sell, too! Taken back I asked why did he think that, because he said, I had the road warrior look.

I never thought of myself that way before. Travel to me is always something that I have always done. It is part of the deal when I signed up for this detail.

So how do we all look?

I thought about that and decided that maybe it is time for me to get back in the saddle and stop looking like sales hurts...the way he said it, made me feel that way.
We all have that feeling at times, and this is the moment that I tell you to get your act together and stop beating yourself up for being in sales. This, I guess, is a little self acknowledgement about where my head might have been! Let's get going, I said to myself, and I did!

Good selling,

Steve

Airplanes that don't fly

I am here for an hour or so, I was to be away, but everything is "up in the air" with American. I will be leaving tomorrow AM.

I want to thank the folks in Ann Arbor, great to work with you. Now go out and get 'em. For my friends in Costa Rica, wonderful being with you, too.

I have seen a lot of sales people, and the one thing that I really notice is that the successful one stay the course. Please do that.

With reference to the election, I am not sure that anyone has a handle on the economy. It seems that Greenspan is getting the blame for the current situation. I think that main point is that the economy is like sales, it takes awhile to bubble to the surface.

Anyway, more from LA.

Good Selling,

Steve