I was with a client the other day, and we were thinking how to prove out that sales training, coaching, etc. really does work.
There has never been a successfully used formula, and I was stuck until we came across the obvious. Suppose that we simple tried, and did get, all the reps to 70% of the their target...what would that do for the company. Now, understand, we do not mean an average, but that the reps would all be at 70% or better of their target, how would that affect the over all sales of the company.
We did the math, and it is great!
Give some thought to this a goal for you, or your sales team. It is something that can be proved out, it will take six months of working with the team, but it is a realistic number to work with. That's the plan that we came up with, and I will let you know how that goes.
The summer is over, its time to get back to work in earnest. This weekend is the time that I sit down and make the list of all the people that I will contact over the fall for new business. Do the same thing. Instead of sitting for three days wondering what will happen, make something happen for your self,
If you thought that I was AWOL for a while, you were looking in the wrong place, but more about that at another time. Things are exciting here, and I cannot wait to tell you about it. I am having a great time now. There is no need, so I see now, to stress out over the beginning of the week. Plan it, do it, and bask in it!
Good selling....let's GO!
Steve
Saturday, August 30, 2008
Sunday, August 3, 2008
A new kind of prosperity
I have been thinking about the economy and sales, as I am sure that many of you have. There is no question that things will never be the same as before. We will never see $2 gas, low food costs, lower taxes and mortgages given out so freely.
In other words, its different now(! )and will not change back.
Does that mean there is no chance to be prosperous? Just the opposite. There will always be new opportunities and even better challenges in the future. And, "the future" is a long time.
It will just be a new kind of prosperity. A different way in which we value those items that are important to us. For one thing, there maybe less things to hold, or less of it. Instead of the big, very big car we will drop down ten sizes and drive the Smart Car which gets better mileage. We will have a better quality of organic foods, or expensive, but better in taste and substance. We will be dividing jobs into white collar, blue collar and green collar.
We will sell differently. If the country goes on a four day work week of 10 hours a day, we will need to adjust our selling schedule and learn how to use the phone, fax, Internet, video conferencing better and more efficiently. We will be truly living in this century.
Up until this point it has been 1900, now we are firmly in the grip of the 2000's and we will change with the calendar.
Good Selling,
Steve
In other words, its different now(! )and will not change back.
Does that mean there is no chance to be prosperous? Just the opposite. There will always be new opportunities and even better challenges in the future. And, "the future" is a long time.
It will just be a new kind of prosperity. A different way in which we value those items that are important to us. For one thing, there maybe less things to hold, or less of it. Instead of the big, very big car we will drop down ten sizes and drive the Smart Car which gets better mileage. We will have a better quality of organic foods, or expensive, but better in taste and substance. We will be dividing jobs into white collar, blue collar and green collar.
We will sell differently. If the country goes on a four day work week of 10 hours a day, we will need to adjust our selling schedule and learn how to use the phone, fax, Internet, video conferencing better and more efficiently. We will be truly living in this century.
Up until this point it has been 1900, now we are firmly in the grip of the 2000's and we will change with the calendar.
Good Selling,
Steve
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