Prospecting Improves Morale & Is The Key to Increasing Sales - Find Out the Success Formula
Improving morale by prospecting seems like an oxymoron but a sales person's elation is a direct result of a successful sales call and ultimately the sale. Having coached sales people for over two decades I can count on one hand the number of sales people that have told me how much they like prospecting.
The ones that didn't mind prospecting at all had a better attitude about prospecting because their thoughts about it were ones of pleasure. The pleasure was derived from thinking about how prospecting helped them reach their sales goals. They focused on the fact that it was a game of numbers and as long as they figured out their personal formula and accomplished their prospecting goals the results would come.
Every sales person has a sales formula that reflects the specific actions they need to take in order to be successful. Many factors play into the formula such as the following:
• products
• services
• sales tenure
• geography
• emotional intelligence
• other
The sales person needs to track their calls using a CRM system and monitor their success rate. The success rate begins with calculating what it takes to convert a prospect to a customer. For example; the sales person must enter the correct data into the CRM system which consists of the following:
• # of 1st call attempts
• # of decision maker connections
• # of 1st appointments
• # of presentations
• # of quotes
• # of prospects that closed
If we placed 100 sales people in a room selling the same product for the same company we would find a majority of them would have a different formula for their success. Some sales people may have to call more contacts before they get an appointment. Some sales people may need more quotes to close more business. All of these variables also need to be analyzed.
The formula can be dynamic in that by analyzing the numbers a sales person can begin to figure out where in the sales process they are getting stalled and work on improving in that area. Therefore in time they will be able to improve their formula which will result in improved morale.
Let's face it we have all seen the smiles on the faces of sales people who were able to make an appt. with someone they just approached. Every successful event creates a pleasurable experience.
The other component that separates a sales person who looks at prospecting as a positive experience is that they remove themselves from people who are negative and feel their efforts are for naught. The people who have not seen success quickly enough tend to give up to soon and/or have not taken the time to clearly analyze their results. Nor have they really applied themselves by prospecting enough contacts to ascertain whether they have the right product, type of prospect and so on.
If analyzed properly a sales person will be able to determine if they need to change directions in terms of size of companies they're calling on and/or the type of companies. They could even share their findings with the company with concerns that the product is not being well received. But without the investment of time prospecting, a sales person won't be able to accurately assemble the reasons for the lack of sales.
Prospecting needs to be part of the entire sales process not just when a sales persons calendar is filled to the brim with appointments. The reason is when the pipeline of appointments dry up the sales person will feel low and morale will suffer for them and those around them.
When morale is low theirs one place to look for the culprit and that is the prospecting pipeline. This will be one of the major clues that will determine why morale is low or high.
A sales person needs to look at prospecting as a positive endeavor knowing that the more consistent they prospect the more consistent they will close sales and feel elated.
***If you're interested in learning how to research prospects in 20 minutes please contact me & I will send it to you FREE:
Prospecting Improves Morale Is The Key to Increasing Sales Find Out the Success Formula - To learn more about this author, visit Steffi Paskow'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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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton's Website |
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