The other day I was attending a network event when a sales professional stated his business was way off, the phones just stopped ringing, and his commissions were drying up fast.
He inquired if I could help him?
I asked, “How much time did he spend prospecting each week?”
He said, “Maybe an hour on Friday afternoons, my important work for the week has been completed.”
I explain he had his priorities misaligned and he needed to put prospecting had the head of list each week. I suggested he set in his Outlook calendar or Google calendar a block of specific time and day that is sacred with no interruptions. Do not answer incoming calls, respond to emails, answer your door – just hunker down and prospect.
In today’s market place sales professionals must spend 20 – 50% of their waking hours filling their pipe line with new leads that turn into appointments and eventually become full fledge prospects and ultimately result in a sale.
There is no easy way around it!
If you are an owner, sales manager or sales professional focus on getting more appointments and keeping your sales funnel full of new opportunities.
This flow of potential customers will determine your success or failure in achieving your sales goals. It’s not the big wins but the day to day wins that will will be the foundation for a solid sales pipeline.
Copyright © 2014 Dave Neal
I’m sure you have heard, “that person is a natural born sales professional!”
Almost any sales trainer will emphatically say this statement is false. They will agree that selling can be translated into learned skills that statistics and history demonstrate generate world class selling behavior and results.
Most people who are successful in sales or any endeavor hone their skills, traits and characteristics that give them the highest probability for success. This is an earned and learned phenomenon and can be accomplished by anyone who has the desire, persistence and focus to succeed.
For the individual and management this sets up the dilemma as to where to get the training necessary to advance their sales performance. There is a veritable cornucopia of training opportunities, formats, and reference material.
The key to succeed is to commit to change, and then select a methodology and format that is comfortable for your respective business. The decision to change is the spark; however creating the environment that the change can occur requires dedication on the part of management, sales management and the sales professional.
Training can work if the culture / business environment endorses and reinforces the material and creates expectations for behavioral change and accountability for results.
Copyright © 2014 Dave Neal
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