|
|
Like this article? PLEASE +1 it! |  |
|
Seven Sales Facts to Ponder
| Guest post by: Dr. Rick Johnson |
Article Overview: From a management perspective, the goal of any sales initiative should be to improve the quantity and quality of the sales efforts of your salespeople. Its primary purpose is to provide focus-process and discipline that will enhance territory performance. This enhancement will lead to an increase in the sales, profitability and market share for each individual territory.
 |
Free Download - Sales Management --Unmask the Confusion of Territory Account Assignment By Dr. Rick Johnson |
Seven Sales Facts to Ponder
The idea of an effective sales program is to provide focus on your "plus" accounts. Those are the accounts with the most potential. Consider thye following sales facts when building your sales initiative.
1. There aren't many salesmen that handle twenty true premier accounts. By definition, a top account should be in your highest 10% ranking based on annual revenue, profit margin and potential.
2. Most accounts will not put 100% of their eggs in one basket.
3. Generally speaking, the total volume purchased by an account does not equal the S.A.M. (Served Available Market) that you specifically can supply.
4. It is a fact that accounts have life cycles. You WILL lose some accounts for any number of reasons regardless of who you are or what you do. Lack of prospecting will eventually cause your territory to die a slow, painful death.
5. Vendor relations can suffer dramatically as your salesmen drive by an account while riding with a manufacturer's representative explaining that he is not allowed to call on that account as it is not on his top twenty premier list.
6. What does the salesman do with his spare time - since most accounts don't want to see salesmen more than every couple of weeks? That means seeing twenty accounts every two weeks gives you an average of only two sales calls per day maximum
7. Salesmen get bored, creativity is suppressed and they even get angry when they have to incorporate too much administrative time into every one of their accounts. The kind of paperwork nightmare associated with this type of program can get out hand. Unlike the T.L.S. (Tier Level Selling TM) program that differentiates each level of five accounts with regard to administrative time, this type of program requires identical, sophisticated tracking of every account and every activity. That answers the question of what the salesman does with his extra time. Paperwork. Paperwork that often requires trying to document what you don't know you don't know. GIVE ME A BREAK! I have actually seen that question listed as a requirement in a program of this nature.
From a management perspective, the goal of any sales initiative should be to improve the quantity and quality of the sales efforts of your salespeople. Its primary purpose is to provide focus-process and discipline that will enhance territory performance. This enhancement will lead to an increase in the sales, profitability and market share for each individual territory.
New Rules for Listening
Just the Facts Ma’am, Just the Facts
Increase Sales By Discovering the Facts, Just the Facts
How Sales Is More About Playing the Odds Than You Might Think
Evidence Defeats Misbelief
MIND TRAP: Ignoring the Evidence
When Sales are Down these are the 3 things You Don't Want to Do
Why Should I Listen To You?
Write Better Ads by Mentally Picturing your Prospect
Why Radio Listeners Listen to Commercials May Be Your Competitive Sales Advantage
How To Tell Your Story In The Media
In Sales, Decision Making Has Implications
Get Out Of A Sales Rut With This Single Move
The 4 P’s of Presenting Persuasively
How Does Your Service/Product Benefit Your Client?
Just the facts
What is wrong with Multi-Level Marketing?
What is your product really worth?
HOW TO AVOID SOUNDING LIKE JUST ANOTHER SALES REP
Belief
Article Tags: management perspective, profitability, sales efforts, salespeople
|
About the Author: Dr. Rick Johnson RSS for Dr. Rick's articles - Visit Dr. Rick's website www.ceostrategist.com - Sign up to receive "The Howl" a free monthly newsletter that addresses real world industry issues. - Straight talk about today's issues. Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com. Dr. Rick Johnson has over 35 years of experience in distribution sales and operations. Rick�s career can be broken down by decades. The first ten years of his distribution career were spent with the largest steel-processing distributor in the world (Joseph T. Ryerson). The second ten years began with Rick starting his own processing distribution center from scratch. In the first year, sales reached $1 million dollars and had grown to $25 million in its tenth year when Rick sold the business to one of the major national chains. The third ten years of Rick�s career dealing with financially troubled Turn-A-Round companies. After completing ten years of TAR work, Rick decided a decade of acting like Darth Vader was enough and became a consultant to the Wholesale Distribution Industry in 1999. Rick received an MBA from Keller Graduate School in Chicago and a Bachelor's degree from Capital University, Columbus Ohio. He also served six years in the United States Air Force as a survival instructor. Rick completed his dissertation on Strategic Leadership and received his Ph.D. in 2005. Rick is frequently published in numerous magazines including a column in Supply House Times, with over 250 different articles published to date. He�s also a published author with eight books to his credit. Click here to visit Dr. Rick's website   Empowerment The Rewards are Greater Than the Risk Targeting The Most Critical Tool for Growth during Tough Economic Times Winning Organizations Hiring is not Easy Interviewing Techniques to Improve Your Success Five Principles of Effective Change Creation |
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...
Re: Is getting a formal education worthwhile for entrepreneu
- Knowledge in whatever form is valuable. Its not just about usefulness in the business that you plan to start. The knowledge that you gain via an education system definitely is not enough for an entrepreneur because Facts that you will face in your role as an entrepreneur will be much different than what you have learnt. But having an education will definitely equip you with getting the leads in handling situations.
So my suggestion is that you continue with your studies and gain as much knowledge you can. You are already aware that the learnings you make can be applied on the Website. Same also applies for all your other learnings. The only thing is you will have to wait for the time to apply what you have learnt.
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.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
10 mistakes of media relations
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Severance and Separation Agreements
Fighting the Saw-Tooth Affect
WHAT IS MANAGEMENT CONSULTING
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.