85-90% rule

Here's something to think about. In a study that I found it was determined that between 85-90% of companies, or individuals who leave their current vendor do so because of a screw up.

That is to say, the current vendor screwed up so badly that they drove the buyer away into the hands of a new seller...perhaps you!

This now begs the question of how to stay in the front of the person who is not buying from you, but one day, will be looking for a new supplier...you?

How much contact do you have with non-buyers. Most sales people will say that it is limited since that is the job of marketing. You and I earn our living by selling, we need to find ways to be more visible, even with the marketing support.

Are you sending out reminders? Are you emailing with ideas? Are you calling with invitations to events that might interest them? Are you letting them know that you are interested in having their business if not now, then later?

All of these are important reminders for you. Never let them forget you.

Good Selling,

Steve

NEW VISION

This maybe the time for a new vision for yourself.

What does that mean to you, the sales person who is facing one of the most difficult economic periods in recent years?

It means that you no longer can count on the same goals and vision that you had for the future, and now maybe it is the time to reevaluate. I was thinking the other day, of all the times that I had to re-invent myself and my company. The rules are changing, and you need to change, too.

The way that you have sold always worked for you. At least it did so long as the customers were buying.

But now that things are more difficult, you may find yourself working up hill. People that usually buy are buying less, and the new sought after customers are staying with their current vendor.

This means being realistic as to how, when and where will you sell. It may mean that you have to change some methods, maybe work longer hours, or even change jobs. Whatever it is, hold on, for the ride will get worse.

Good selling,


Steve

Ownership and sales

I was thinking today how important it is for the salesperson to take ownership over their own career. I was reading about Lincoln and came to conclusion that he was forced to take ownership over his fate; the civil war. Because he did he was able to see through the fog or reports that he received, and make clear decisions.

You, too, are surrounded by fog...or noise...which clouds the decision making process. If you owned the situation, and realized that all the smoke, the fog, the noise only impeded your true potential, you would be better off. You are in control 99% of the time, it just doesn't appear to be that way.

Next time something happens, take control, own the situation and not let others tell you what, how and when to solve the issue.

Good Selling.

Steve

The numbers

Whenever I speak before a group, there is always someone who tells me that selling is a "numbers game". Make more calls, etc., etc., etc., etc.

So, if that is true, I say, then what are YOUR numbers?

No one seems to have the answer to that questions. Odd, isn't it?

You would think that since everyone seems to feel that the numbers are so important, they would track them, and be ready at moment's notice to reply to that question.

But, they are NOT!

Few sales people, and managers, really know or understand their ratios. What do they mean, even if they have them down.

I never got that!

Here's the question, do you?

I will talk more about this later.

Good selling,

Steve

Stuck o this vision thing!

I know that sometimes I really get stuck on certain subjects, and I am now stuck on this vision thing that I spoke about last time I was here.

I was speaking to someone the other day, and he told me about a group of reps that he was working with. One group had be "forced" to define their goals, and the other hadn't been pushed.

Well, you know the punch line. The group that was forced, but did the assignment, actually DID do better in their sales.

So what does that say...should everyone be "forced" into setting goals and having as plan of action. Of course not.

Then again, it seemed to work for the company and the sellers. Is that wrong? I am not sure what the right answer is.

We live in a place where we cherish freedom, and no one wants to be told what to do. Yet, the very fact that the group did better illustrates that maybe we are coddling A/Es by not be tough with them.

You tell me.

Would you like it to be forced to do something, even though at the end it worked out for your betterment.

OK, so now here is the rub. We are told what to do all the time. Repeat: we are told what to do all the time. Right from the first day of school, you are told what to do and when to do it. Parents tell you what to do and when to do it, the laws even tell you what you can and cannot do and when and where you can do it. All of this is for your security, safety, and education, etc., etc., etc.,etc.... you get it.

I am wondering whether we have the freedom that we think we do, and that maybe for most of us it is better to be told what to do and then do it.

The word that comes to mind is responsibility. Sales and sales people take on responsibility when they take the job selling. They carry the bag, they visit the people and they make sales. BUT, if in fact, being "forced" to plan this all out really does help, then maybe managers need to be more firm in their roles.

Of course, that raises the issue of what managers really do all day, but that is for another day.

Good selling,

Steve

Do you have a vision

I was writing earlier, in an email, about the idea of having a personal vision and was wondering how many people did. How many people do you think, before they start a business, write out a game plan (business plan.) Yet, these same people probably never have thought how important it is to have a game plan for themselves.

Remember when you were in college, and you could not wait until it was your time to go out into the world and 'make it!'

Well, now here you are in the world, and this is as good as it gets.

Was this your plan or did it just happen to you. Is this where you envisioned yourself to be 10, 20,or even 30 years ago.

I was with a man today (Saturday) who started as a cop and now runs a large gated community. His story was interesting but a little depressing, since his life took some unforeseen turns.


I don't know that any of us end up where we thought we would or should.

And that's because we could not see that far into the future. We created our world...the good and the bad parts.

But...wouldn't it be great if what we planned came to be?

Or would your life be kind of boring and predictable?

Good Selling,

Steve

The 70%plan

Max raised the issue that if the 70% plan that I wrote about last time is good, they why do we have these higher quotas...are they realistic.

I think that is a great question and one that deserves an answer.

Here is my thinking, we know from bitter experience that companies come up with quota from up high. I am not sure what they really mean anymore than you do. Nevertheless, there they are...the number that has to be hit. My thinking was to use that figure (the quota) but to take more of an average number and use that in building the sales force. In other words, let's get the average up. A 70% or better number is far better than the average of 50% which is where most people come in. Since we know that, why not work on the over all average, where we can have some influence.

Also, remember that it is to have each sales person be at 70% of plan OR BETTER so over all, the number plays wells with management.

The other factor was the pure math. Seventy per cent, up by twenty percent, is a great financial goal.

I was thinking, as I am writing this, how many sales people are at 70% of plan or better. And, Max, I agree that quota come from some place far off in the distance!

Good selling, and write your opinion.

Steve