Open Enrollment Sales Workshops
Private Group Sales Training
Workshops: Group sales training
workshops can be tailored to the needs of
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Public Open Enrollment Workshops: Individuals are invited to
participate in monthly sales workshops held across the US in an open enrollment format.
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of your choice.
Marketing and sales research continues to suggest there are a lot of new business sales leads (estimated between 25% and 50%) that are left along the side of the road much like road killed. Yet with so many crazy busy sales people seeking ways to increase sales this data potentially reveals a large disconnect or gap between how to get from where they are to where they want to be.
Additional research has indicated that only 2% of all completed purchases are made on the first contact. However, 80% of all earned sales are made between the fourth and twelfth contacts. This is the most troubling statistic that 90% of all sales people stop after the third contact.
There are probably many reasons for this follow-up gap within the buying selling process. Probably the majority (51%) of the reasons are within the control of those selling professionals. Yet I wonder how many of these individuals are personally accountable for not following up because of one or more of these five (5) reasons?
Reason #1 - Business Ethics
When individuals have a written code of business ethics also known as a values statement and make a commitment to honor that code, it becomes far more difficult not to follow-up on all those new business sales leads. Additionally, when time is invested to identify corresponding behaviors for each value, this only helps to reinforce internal personal integrity.
Reason #2 - Focus on weaknesses
People due to negative conditioning and the K-12 educational experience focus on what they do not do well. Many crazy busy sales people do not even know their own talents. This lack of knowledge has them working harder not smarter which creates the expenditure of unnecessary resources.
Reason #3 - No action plan
Not having a written sales action plan again creates duplicate efforts because there is no focus. What is happening is there is a lot of spraying of actions (business) with the hope (craziness) that something will stick.
Reason #4 - No goal achievement process
Consistent goal achievement is a process. Each sales lead could be viewed as a goal and then walked through that process.
Reason #5 - No follow-up process
Between customer relationship management systems (CRM) and the old IBM (It's Better Manually) systems, tracking all new business sales leads is very, very doable. There are some that are 100% Internet driven and can be accessed through applications for mobile devices.
During challenging economic times, crazy busy sales people must follow-up on every new business sales lead to determine if it is viable or another tire kicker. This follow-up becomes much easier when the previous reasons are addressed and helps to remove this Achilles' Heel for those crazy busy sales people.
