The Ten Golden Rules of Sales Force Productivity
The Ten Golden Rules of Sales Force Productivity
1. Know what your selling time is worth. It’s worth a whole lot more than your billable hours, your payroll, or your commission check. Selling time is Opportunity Value – and it’s probably worth $1,100 an hour or more.
2. Selling time is an investment. Don’t bet an $1100 hour on a $100 win.
3. Be selective with your prospects. Choose prospects that match your ideal customer; otherwise you’ll blow more of those expensive hours.
4. Time spent qualifying the right customer beats time spent flogging the wrong customer.
5. If you’re going to lose, lose early. With good qualifying skills, you can find out if the prospect is worth the effort, early in the relationship. Walk away before you invest in a demo, proposal, or negotiations.
6. Take NO for an answer. If the prospect’s not right for you, don’t pursue it.
7. It’s NOT all about the money. Money is the result of your effort, not the goal.
8. It IS all about the customer. If the customer wants what you’ve got, you’ll succeed – as long as you focus on delivering value.
9. Create metrics. Set targets for all aspects of the sales process. If you can’t measure it you can’t manage it. And if you can’t manage it, you can’t improve it.
10. Track performance. Once you set your targets and metrics, track performance relentlessly. Be honest with yourself.
And a bonus: Rule #11. Get some rest. Take time to recharge your batteries. Unplug the phone, laptop, pda; put your mind in neutral. Nonstop work lowers productivity.
Thanks to Jay Berkowitz for giving us permission to quote his company’s name in the title of our article. Jay is the CEO of TenGoldenRules.com, a nationally ranked SEO and Internet marketing firm based in Boca Raton, Florida.
The Ten Golden Rules of Sales Force Productivity - To learn more about this author, visit Ellen Bristol's Website.
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Successful sales people bring in lots of deals, no matter at what cost. Productive sales people bring in lots of high-profit deals, at manageable costs, retain more customers, and are happier at their jobs. Here are the Ten Golden Rules of Sales Force Productivity.
1. Know what your selling time is worth. It’s worth a whole lot more than your billable hours, your payroll, or your commission check. Selling time is Opportunity Value – and it’s probably worth $1,100 an hour or more.
2. Selling time is an investment. Don’t bet an $1100 hour on a $100 win.
3. Be selective with your prospects. Choose prospects that match your ideal customer; otherwise you’ll blow more of those expensive hours.
4. Time spent qualifying the right customer beats time spent flogging the wrong customer.
5. If you’re going to lose, lose early. With good qualifying skills, you can find out if the prospect is worth the effort, early in the relationship. Walk away before you invest in a demo, proposal, or negotiations.
6. Take NO for an answer. If the prospect’s not right for you, don’t pursue it.
7. It’s NOT all about the money. Money is the result of your effort, not the goal.
8. It IS all about the customer. If the customer wants what you’ve got, you’ll succeed – as long as you focus on delivering value.
9. Create metrics. Set targets for all aspects of the sales process. If you can’t measure it you can’t manage it. And if you can’t manage it, you can’t improve it.
10. Track performance. Once you set your targets and metrics, track performance relentlessly. Be honest with yourself.
And a bonus: Rule #11. Get some rest. Take time to recharge your batteries. Unplug the phone, laptop, pda; put your mind in neutral. Nonstop work lowers productivity.
Thanks to Jay Berkowitz for giving us permission to quote his company’s name in the title of our article. Jay is the CEO of TenGoldenRules.com, a nationally ranked SEO and Internet marketing firm based in Boca Raton, Florida.
The Ten Golden Rules of Sales Force Productivity - To learn more about this author, visit Ellen Bristol's Website.
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 The Ten Golden Rules of Sales Force Productivity
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
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 Ellen Bristol (Visit Ellen's Website) Ellen Bristol founded Bristol Strategy Group in 1995, after a 27-year sales career for major computer giants Sperry Univac and Digital Equipment Corporation. Ellen had a personal mission to improve sales-force productivity by integrating process management disciplines into the sales function. She is a thought leader in this area, impacting practices in commercial sales, professional services, and nonprofit fundraising. Ellen’s original research and experience led her to develop the company’s flagship sales methodology Selling the SMART Way®, and its automated toolkit, the SMART Way® Scorecard. Learn more about Ellen and BSG at www.bristolstrategygroup.com.
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