Improving Sales Productivity
‘Maverick’, ‘Nonconformist’, ‘Unconventional’, ‘Revolutionary’, ‘One of a kind’, ‘Eccentric’, ‘Free spirit’, ‘Radical’ 'Enigmatic'.
……. terms all too-frequently used to describe the stereotypical sales person. When one actively seeks such a ‘maverick’ character (usually due to a mis-conception of what constitutes successful selling) - and then mis-manages the very same – it’s little wonder that the result is often a management challenge of quite some proportion.
Salespunch™ believes that successful sales people aren’t simply ‘born’ they are made.
How would you like to be operated on by a ‘born’ brain surgeon? Without doubt, few people would argue that successful sales people often have particular characteristics which make them more suited to the role than others – but just being, for example, a ‘people person’ isn’t enough. Without some well thought-through sales ‘science’ and competent sales management practice, tomorrow’s result is at risk and depends on luck rather than design --- a situation often described as ‘management by hope’.
Myth – “I can manage and motivate my sales team just by adding 10% to last period’s result.”
Reality - By definition, a result is a historical fact. It is history and thus has little bearing on the future. However, in order to plan the changes required to achieve a different shape and size of result in future, you can, and should, measure:
- how much sales activity produced your last result (Quantity)
- where that effort was directed (Direction)
- the quality of that selling effort (Quality)
Salespunch™ has the tools and experience to successfully implement Personal Sales Plans which manage the Quantity, Direction and Quality of your sales resource.
Contact Salespunch™ now to see how your sales operation would benefit from the 'appliance of some science....'
“A desk is a dangerous place from which to view the world…….”
--John le Carré
Contact Salespunch™ - Now!
|
This Salespunch™ model describes the framework for effective sales activity management and planning. By identifying the three key elements of sales activity - Quantity, Direction and Quality of sales effort together with the three timescales over which these areas need attention:
- Past (in order to analyse)
- Present (to facilitate the tracking of where you are against plan)
- Future (to enable effective planning)
.....core sales management tools are created to enable management to plan appropriate levels of sales activity and the key ratios needed to achieve future results.
Supported by your Salespunch™ coach introducing Personal Sales Plan templates (PSPs), which detail targets, activity and areas of potential personal development, the tool drives focus on individuals' maximising personal sales performance, job satisfaction and career prospects.
Click here for an overview of the Salespunch™ QDQ model
"Time is what we want most, but... what we use worst."
--William Penn
We've all heard the phrase "Time is Money". As far back as 30 BC, Virgil explained the problem even more succinctly -
"But meanwhile time flies; it flies, never to be regained."
Time is the same for everyone. No matter how much we talk about 'saving time', 'spending time', 'wasting time' or that most optimistic of soccer terms 'extra time', the fact is that one second is the same second in time for everyone.
Making the best use of every second is one of the keys to a strong career in any business, but in sales it can mean the difference between scraping the rent and buying your ‘weekend home’!
In this article we explore some practical ways to ensure you know where your valuable selling time is going and how to make best use of the time you do have.
Click here for more
To arrange an exploratory conversation with your coach, please contact Salespunch™ - Now! 01883 621088
|