Tweet

The Ten Golden Rules of Sales Force Productivity

Written by: Ellen Bristol

Article Overview: 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.

The Ten Golden Rules of Sales Force Productivity

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.

Related Articles
  "Everyone knows Sales Force Incentives Dramatically Increase Sales"
  The Ten Golden Rules
  An Organic Leader Used Power Versus Force
  The Gooose That Laid The Golden Eggs
  Time To Sell

Article Tags: batteries, berkowitz, billable hours, boca raton florida, internet marketing firm, laptop, metrics, money money, negotiations, payroll, productive sales, productivity thanks, profit deals, prospects, sales force productivity, seo, successful sales, track performance, whole lot, win 3



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: Does birth order influence the desire to start a business? - I am the eldest in a polygamous family. In Africa where I come from, we are allowed to marry many wives. My mother is the first wife among six others. I am the first born and I am into business and all my other 22 siblings are business people too apart from the second born who is in the Police Force.
Protect yourself from Hackers - I received this from a newsletter from FXpro that I subscribed to. Please read and apply In the 21st Century internet is widely used for everyday job. Despite the "ease" and free time offered from internet use, one should be aware of the dangers and be prepared to avoid and safeguard him/herself from any attacks his/her computer may accept or even from the "unwanted" e-mails received. Golden Rules of Protection When using the internet make sure you have an antivirus program installed in order to avoid intrusions in your Computer, If you are using wireless internet connection make sure you have your connection locked, Do not save any official documents on your Computer, such as Copy of Passport, ID, Bank account numbers, copy of cards in case your Computer is hacked or even stolen, Keep all access codes/passwords in a safe place, Do not share an e-mail address with any person, Do not reveal any access codes, passwords to any person, If you are using a public Computer, ie in an internet cafe, make sure you log out any internet sites you have visited before leaving and deleting the cookies in order to minimize the risk of someone following your tracks, Regularly change your passwords on your e-mail accounts, or any other account that requires passwords, Be careful of e-mails received. Always check the e-mail address and in case you believe that this does not come from a person, Company, Organization you might be dealing with always send an e-mail to an e-mail address stated on the person's business card, Company's, Organization website requesting them to confirm that the e-mail address on the e-mail received belongs to them, before you reveal any information, Always have in mind that an established Company/Organization never uses an e-mail address such as g-mail, yahoo, hotmail etc thus always be careful when you are receiving such e-mails, even if it appears to be from a Company/Organization you are dealing with, Always remember that a Company or Organization will never require you to send them your login/password/access codes, When using a website that requires an access code, do not allow the browser to remember your passwords
Increase Productivity and Profits on the Web - A Web site is a great way to better service and market to current customers, but often a difficult way to attract new ones." Increase Productivity and Profits on the Web New! Don’t let the savings and productivity enhancements described in the following pages make you rush out and spend thousands of dollars overnight to have someone set you up with your own Web server, hosted Web site, or intranet.


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.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Join Conversations Politely, Part 1

Are You Too Good for Your Job?

Leader's Success Secret: Celebration

Suggestions

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.