1) Identify Your Essential Competencies and Performance Metrics
If I asked you to list all the essential competencies that YOU are in control of - the ones that are absolutely critical for you to be successful in your sales position…could you do it?
For example…
Essential Competency or not?
" Converting conversations to appointments? (yes it is)
" What about filling out paperwork? No! (That's a related task)
" What about closing ratio? (Sure it is.)
" Degree of success in turning a first appointment into an opportunity? (absolutely)
Get the picture?
Now, if you truly want to adopt a self-management system that will work FOR you - not against you, you first have to "access" what is an essential competency and what's merely a related competency.
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: "Sales Cycle" and "Average Revenue" per sale are two.)
2) Diagnose Your Business on a Single Sheet of Paper
If I ran into you on a train or in an elevator, would you be prepared to tell me what you do (and how it benefits me or those I know) - in under 1 minute…
That's called your 30-second commercial. Most people don't have one, yet everybody needs one.
One way to understand more of the obvious benefits your products and services bring to the table is to start to view and diagnose your business more scientifically. You will also see how the numbers work and which areas are most important to your short and long-term success.
Ask yourself…What happens if your closing ratio reduces by 30% and your average revenue per sale increases by $2500? How does that affect your desired results?
Write your competency measurements and sales metrics on a sheet of paper. Calculate ratios in line with competencies and average numbers in line with your sales metrics. Assign your revenue object or quota. Play with the numbers and ratios to see how they are inter-related and how they affect each other.
3) Calculate your 'Magic Number'
"Not setting enough new appointments on a routine basis" is like a malignant cancerous growth slowly eating away at the heart of most sales organizations - - Jeff Hardesty.
The reason for this is because most of us do not identify how many new appointments are needed on a weekly basis based on individual competency numbers and performance metrics.
That's like diagnosing with blindfolds on.
Every one is different; we all have a 'Magic Number'. And it's personal to only you. If you routinely achieve it, you will routinely meet your desired results. Since it is a dynamic number that changes from week to week, it's important to understand how it is inter-related with other competency ratios, performance metrics and desired revenue results.
It's important to include your 'Magic Number' in your self-management system.
4) Train to the 'Napkin Rule'
The 'Napkin Rule' simple means, putting aside all those sales automation systems for 30 days and keep track of your essential competency and performance metrics on a single napkin.
Compute updates daily. Store the napkin in your pocket. When the napkin fills up, transfer it to a legal pad to show month to date. Have nothing else on the legal pad except your essential competency ratios and sales performance metrics. After 30 business days, transpose the legal pad metrics to your favorite computer software spreadsheet, and track it for 90 days.
This simple but powerful "Napkin Rule" will help you become the CEO of your business.
5) Run Your Numbers, Don't Run after Quota
Concentrate on your numbers NOT your quota so you can diagnose performance trends before a revenue crisis. Then you have the power to institute strategies and tactics for immediate recovery.
Here's why.
Reaching and exceeding sales quotas consistently has very little to do with product, pricing and competition. But it has everything to do with 'Process'.
Identify the core competencies that are necessary to be successful in your sales routine. Then train to Powerful Routines to increase your ratios of effectiveness. Document these meaningful business metrics and review them weekly. Build a simple but dynamic self-management system and outperform your peers and competition while assuring your revenue success.
Showing posts with label sales training. Show all posts
Showing posts with label sales training. Show all posts
Wednesday, January 13, 2010
Wednesday, December 30, 2009
Boost Your Sales Through Sales Trainings
Many people regard sales as the most effective way of earning unlimited income. In fact, 7 out of 10 salespeople who were interviewed why they preferred sales as their job, they have contended that in sales, they can earn income on tap. This goes to show that they can either earn more or earn less.
From this point of view, salespeople view their success based on the kind of sales training that they have. Of course, no one could instantly exert expertise without the proper training that he needs in his career.
Hence, many salespeople are more than willing to submit their selves to sales training. They know that it would be one of the best ways to earn and achieve success.
So for those who cannot understand why sales training is important in a salesperson's career, here are some of the advantages of engaging into such sales booster activity.
1. It is a great help
Based on its basic concept, sales trainings are especially created to help the salespeople hone their skills and improve their craft. Their ability to create more sales is improved through the acquisition of advanced marketing strategies.
2. Molds better attitude
Another best thing about sales trainings is that they do not mainly focus on improving the skills and abilities of the salesperson as far as selling are concerned. Through these trainings, the attitude and behavior of the salesperson towards sales are improved.
Sales trainings teach them how to deal with the clients properly, how to handle objections, and how to persuade people. These things are not commonly taught on ordinary training programs.
3. Teaches good interaction
Through sales training, the seller will be able to identify the right strategy in dealing with his clients. It provides the right combination of language, perception, attitude, and the art of selling in order to interact with the client in the most favorable method.
The focus of this activity is to make the seller realize that selling should never be hard, or what most salespeople believe as hard selling. The point here is that with proper interaction, selling becomes an art, where the words and emotions are interlaced so as to lure the client to buy the product.
The Upshots
If sales training had been effective and was properly explained, chances are, sales will grow. But if it was done otherwise, more than a few unconstructive results may happen.
One of which is the lack of communication or miscommunication. Without proper orientation on the job and proper comprehension of the nature of the job, both the management and the employees might have difficulty in communicating the correct ideas and concepts.
Also, without sales trainings, salespeople will be less confident in distributing their products. This is because they are not fully aware on how to face their clients and how to persuade them into buying.
And last, without proper sales trainings, the people will not be enticed to do their job and advanced on a higher level of enthusiasm. This is because they are not aware of the possible compensation they will get ever they have performed better.
Indeed, sales trainings are not just any ordinary program and not just like any other training program designed just for the sake of having it. It has its purpose, and its results will definitely reap more income.
From this point of view, salespeople view their success based on the kind of sales training that they have. Of course, no one could instantly exert expertise without the proper training that he needs in his career.
Hence, many salespeople are more than willing to submit their selves to sales training. They know that it would be one of the best ways to earn and achieve success.
So for those who cannot understand why sales training is important in a salesperson's career, here are some of the advantages of engaging into such sales booster activity.
1. It is a great help
Based on its basic concept, sales trainings are especially created to help the salespeople hone their skills and improve their craft. Their ability to create more sales is improved through the acquisition of advanced marketing strategies.
2. Molds better attitude
Another best thing about sales trainings is that they do not mainly focus on improving the skills and abilities of the salesperson as far as selling are concerned. Through these trainings, the attitude and behavior of the salesperson towards sales are improved.
Sales trainings teach them how to deal with the clients properly, how to handle objections, and how to persuade people. These things are not commonly taught on ordinary training programs.
3. Teaches good interaction
Through sales training, the seller will be able to identify the right strategy in dealing with his clients. It provides the right combination of language, perception, attitude, and the art of selling in order to interact with the client in the most favorable method.
The focus of this activity is to make the seller realize that selling should never be hard, or what most salespeople believe as hard selling. The point here is that with proper interaction, selling becomes an art, where the words and emotions are interlaced so as to lure the client to buy the product.
The Upshots
If sales training had been effective and was properly explained, chances are, sales will grow. But if it was done otherwise, more than a few unconstructive results may happen.
One of which is the lack of communication or miscommunication. Without proper orientation on the job and proper comprehension of the nature of the job, both the management and the employees might have difficulty in communicating the correct ideas and concepts.
Also, without sales trainings, salespeople will be less confident in distributing their products. This is because they are not fully aware on how to face their clients and how to persuade them into buying.
And last, without proper sales trainings, the people will not be enticed to do their job and advanced on a higher level of enthusiasm. This is because they are not aware of the possible compensation they will get ever they have performed better.
Indeed, sales trainings are not just any ordinary program and not just like any other training program designed just for the sake of having it. It has its purpose, and its results will definitely reap more income.
Subscribe to:
Posts (Atom)
