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More Sales Means Less Confusion
Written by: Leanne Hoagland-SmithArticle Overview: Have you ever considered that more means less in sales? This is especially true in sales. Learn how you can even win more sales and have a less lot of confusion.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
More Sales Means Less Confusion
Sales professionals due to quotas and goals always seem to push their sales skills through their actions (behaviors) specific to achieving the goal to increase sales around and during these times:
* Beginning of the year
* End of the year
* End of each quarter
* End of each month
During the days to weeks leading up to these critical dates, the behaviors of sales professionals can be observed generating a lot of motion and activities. However, these actions may be contributing to their confusion and their inability to increase sales.
What happens for many sales professionals is that they are living in a state of confusion. They simply confusion motion with progress and activity with results as my colleague and friend Doug Brown has said so often.
Motion is any action. Picking up the phone and dialing anyone is a motion. However, progress is directed motion toward a goal in this case sales. Calling a qualified potential customer (follow-up) is directed motion.
Activity is a set of motion actions grouped together. An example would be calling a list of qualified potential customers and leaving voice mail messages. Results are the outcomes of directed motions. Knowing how many appointments were scheduled is an example of a result.
Confusion is probably due to a lack of one of more of the following:
* Vision
* Values
* Mission
* Sales Plan
* Marketing Pan
* Customer Loyalty Plan
* W.A.Y. S.M.A.R.T. goals
* Dashboard indicators
* Poor communication between management and sales team
When sales professionals confuse motion with progress and activity with results, the organization suffers not to mention these hard working sales people. To reduce this confusion is a team effort between:
* Executive team
* Middle management
* Sales department
* Sales team
* Individual sales professional
Of course, many teams do not function at their full capacity because their talents are not properly identified and not integrated specific to the entire team.
Sales Coaching Tip: If you want to increase sales, then make sure you have removed the confusion. Invest in a performance appraisal that can assess your sales professionals and overall sales team. By taking such action, you will realize greater sales results.
How Useful is Confusion?
Top 7 Pitfalls That Keep Sales Professionals from Their Goals to Increase Sales
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Article Tags: case sales, critical dates, customer loyalty, dashboard, doug brown, entire team, executive team, friend doug, individual sales, management sales, middle management, motion activity, plan marketing, poor communication, quotas, sales professionals, state of confusion, team effort, vision values, voice mail messages
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Business Building Check List Leadership Assessment Leadership Audit For Business |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read
- I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be;
1. Main Message (or Point)
2. Example
3. Next steps to put it into Action
take away the extra "blabber" and you've got viewers that will come back.
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