During a coaching call last week, a manager relayed to me that one of his team was very talented, but was not getting enough key sales call done each week. As we dug deeper he told me the rep was tentative about putting plans into action. Now, there was no issue developing and agreeing upon the plans, it was simply an issue of execution. The manager told me there was talk during the week about "thinking about starting" the plan....but very little doing.
I found myself saying this:
"The time for thinking about it is before 8am and after 5pm. Once the clock strikes 8 it's ONLY time for doing".
Sales is much like a football game. You practice, draw up the game plan, do your rehab, etc....all between Monday - Saturday....but on Sunday, there's no more planning how to beat the other team, Sunday is game day....it's time to play ball!
So this week I challenge you to "play ball" from Monday - Friday during ALL of your regular selling hours. Do all of your planning and thinking before and after the sales day.....when the game clock is running, it's time for you to be in action.
What should the result be?
Well, let's say you generate 8 referrals per week and you actually sell for 20 of the 40 sales hours in each week. If you bring your sales hours up to 30, you should generate 50% more referrals and bring your number to 12. Use all 40 sales hours and you should generate 16 referrals. When people say that sales is a "numbers game" (and they are correct) THIS is what they are talking about.
Think now, sell later, think again tonight.
Your holiday recipe for sales success.
If you are in the process of hiring new members for your sales team, contact me about a special offer on our Behavioral Assessment/Interview/Consultation package that will help you get the best rep for your agency and avoid costly hiring mistakes.