| You may remember the following excerpt from | | | | because the person has concluded that they can't or |
| Steven Covey's book 7 Habits of Highly Effective | | | | won't meet expectations. |
| People: "Clients often ask me, 'how can we get our | | | | Of course, exceptions occur. For instance, some |
| inside sales team to talk to more prospects?' | | | | people have seemingly lower activity but a higher |
| Sure...threats, begging, yelling, low level torture, | | | | close rate or a higher average sale. As long as the |
| coercion, and brut force entice reps to make more | | | | sales targets are being exceeded, I'm OK with this....if |
| calls as long as the manager is there with his whip, | | | | not, sales management could turn into a painful |
| but productivity plunges when the manager isn't | | | | process for all involved. |
| around. I believe the motivation to expose yourself | | | | The following worksheet is an example of what I've |
| to rejection multiple times per day has to come from | | | | used to help sales people determine their needed |
| within." | | | | activity. GREEN highlights are calculation fields. |
| For salespeople with the potential to be motivated | | | | Monthly 2006 |
| "from within", I have used the following exercise that | | | | Sales Goal $100,000 $1,200,000 |
| beings with these two questions: | | | | Average Sale $5,000 $5,000 |
| What do you want to earn in the next year? How | | | | Sales Needed 20 240 |
| much do you need to sell in order to earn that sum? | | | | Estimated Close Rate 50% 50% |
| Then together, we calculate the daily level of activity | | | | Number of NEW Deals Added to Pipeline 40 480 |
| needed to accomplish that earning goal. | | | | Value of NEW Deals Added to Pipeline $200,000 |
| While everyone says they want to make $100,000+ | | | | $2,400,000 |
| per year, most folks aren't willing to put in the | | | | Contact Hit Rate (% interested of those contacted) |
| necessary effort. The difference between success | | | | 20% 20% |
| and failure in goal-setting is the participants' | | | | Needed Monthly Contacts 200 2400 |
| acknowledgement that they REALLY want to earn | | | | Dials to Contacts 20% 20% |
| six figures and not just fantasize about it. | | | | Needed Dials 1000 12000 |
| If sales are lacking, we examine why deals are being | | | | DAILY GOALS |
| lost to competitors and then develop a closing | | | | Number of NEW Deals Added To Pipeline Daily 2 |
| strategy for the other deals in the pipeline. If the | | | | Value of NEW Deals Added to Pipeline Daily $10,000 |
| pipeline is thin, usually the reason is insufficient activity | | | | Approx. Contacts per day 10 |
| (calls and contacts). | | | | Approx. Dials per day 50 |
| My motivational conversations with sales executives | | | | So, by beginning with the end in mind and working |
| generally go something like this, "I want to help you | | | | backwards through the steps necessary to achieving |
| hit your goal, and I'm concerned you will come up | | | | certain sales goals, your inside sales team will have a |
| short if something doesn't change." If after a few | | | | roadmap for greater success. And that's a win-win |
| sessions, I don't see increased activity, it is generally | | | | for everyone involved, especially your organization. |