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IN YOUR FACE—FOR BIG RESULTS
Written by: George LudwigArticle Overview: Revealing the Single Biggest Factor in Lackluster Sales Results and 3 Things You Can Do To Avoid Failure.
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IN YOUR FACE—FOR BIG RESULTS
The single biggest factor contributing to an organization's lackluster sales performance in today's tough economy is its salespeople not getting enough face-to-face time with prospects and customers. According to Proudfoot Consulting's 2003 worldwide study of work behaviors relating to salesforce effectiveness, the average seller spends at least three- fourths of their time performing tasks that do not directly affect their bottom line, such as doing paperwork, resolving customer service issues, traveling, etc. That means only a mere 90 minutes per day is devoted to actually selling and prospecting.
There are many reasons why salespeople don't get enough face-to-face time with their customers and prospects. The constant stream of emails, voicemails, podcasts, blogs, television, and other media that customers are bombarded with daily makes them harder to reach. Companies may discourage travel due to high fuel prices. And of course salespeople often avoid prospecting because of its high rejection rates and the tension it generates.
What's a seller to do when these factors lure him into performing selling tasks that don't generate revenue? Great salespeople commit to being in your face! If a salesperson can add just 90 minutes a day of face-to- face selling and prospecting to the average 90 minutes already spent on that, they can literally double their business.
The number one tool to help salespeople get more face-to-face selling time is for companies to enroll them in Sales Traffic School, which groups sales activities into three colors, like a traffic light.
First, salespeople must STOP doing unnecessary (RED) tasks during prime selling time. Emailing friends, surfing the web, answering unknown calls, chilling out at StarBucks, etc. waste time and leech away revenue.
Secondly, great CAUTION must be used when performing necessary (YELLOW) tasks during prime selling time. YELLOW tasks are activities like checking email and voicemail, completing paperwork, goal- setting, filling out expense reports, and performing all other administrative tasks. These duties must be completed, but not at the expense of High-Impact (GREEN) tasks. YELLOW tasks should be performed as efficiently as possible. For instance, completing all your paperwork at one time toward the end of the day, checking your email only twice a day as opposed to every hour, completing your expenses on the weekend, and utilizing an organizational or database system are all ways one can become more efficient.
The third and most important key is to always GO full speed ahead and perform High-Impact (GREEN) tasks each and every day. High-Impact (GREEN) tasks ONLY include selling and strategic prospecting that is done face-to-face or on the telephone. These activities directly impact your sales results and top line revenue. These tasks are GREEN because they are close to the money! Get in their Face for more sales, income and fun!
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Article Tags: checking email, customer service issues, fuel prices, goal setting, lackluster sales, paperwork, prospects, proudfoot consulting, rejection rates, sales performance, salespeople, salesperson, starbucks, three colors, time emailing, traffic school, voicemails, waste time, work behaviors, worldwide study
Referred by: http://www.JustChangeIt.com
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About the Author: George Ludwig RSS for George's articles - Visit George's website  Click here to visit George's website   One is Still a Powerful Number Grow Your Sales By Thinking Like a Farmer Fill er Up This Holiday Season Making Revenue Rain in the New Year Hit the Pause Button and Watch Your Business Grow |
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