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A Leap in Sales Performance

Lance Cooper by .(JavaScript must be enabled to view this email address) | on August 27, 2008 | about Coaching
A Leap in Sales Performance

Do you want to make a quantum leap in sales performance?  Of course you do.  However, many people use words like ‘quantum leap’ as a cliché - as an empty promise.  And, there are lots of clichés.  Let’s go to the next level!  ... to the next generation! 

How do you increase performance beyond the past?  Are you ready?  Do you want the answer? 

It’s simple.  Increase face-to-face sales time.  Yes! - that’s it.  Just increase face-to-face sales time - the amount of time spent face-to-face “with the right prospects” each week.

In one Fortune 500 corporation’s study, salespeople spent 8% of their time each week in front of prospective new customers, or 3 to 4 hours.

 

What a staggering discovery!  The rest of the week this sales force worked to complete administrative tasks, customer service tasks, and lead generation tasks.  They handled customer problems, returned calls from previous buyers, finished and distributed paperwork (paper or Internet), and networked to uncover new leads.  And, Murphy’s Law applied - “Work expanded to fill the time available,” and sales performance decreased.

Count them.  How many hours a week do you spend face-to-face with prospective customers?  2, 6, 10, 20??? In high activity selling, as the number increases from 10 to 20 hours+ per week, the quantum leap takes place and sales performance radically improves.

What would have to change for you to spend more time in front of the right prospective customers?  Answer the question and then go and make things better.  Lance.

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