Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities?
The Goal Directed Sales Person
The question we need to know is “What are my people spending their time on?” We have talked about PRIME TIME and NON-PRIME TIME ACTIVITIES in the past. We have also talk about motivating our people to perform by setting up a goal plan with dates and action plans. This should be a starting point for each person.
Sales People will not “buy in” to the company sales goal until you first establish personal goals with each sales person. You must have this conversation and do this exercise!
What do they want to earn in the 4th quarter & 2018 year?
- What possession goals do they want for themselves and their family?
- What do they have to sell annually to achieve these goals?What possession goals do they want for themselves and their family?
- What do they have to sell annually to achieve these goals?
- What is the monthly sales target?
- What must they have in the pipeline (based on sales cycle and closing percentage) on a monthly basis?
- What activity must happen on a consistent basis (daily, weekly, monthly) to support the pipeline?
Where are your people spending their time?
Once the goals are in place, accountability for time is the next critical component. In essence, where are your sales people spending their time?
Let’s answer that question by asking you…what are your expectations? Remember Prime Time (hours we can contact customers). What activities should they be focusing first?
KEY IDEA: Time Management and Sales Priorities |
- What types of activities will give your sales person the greatest return for time spent? List the activities. Also, what ____% should they spend per week on this category? $$$
- What activities will give them the least benefit for the time invested? List all these activities. What _____% should they spend per week on this category? (-)
- What can you recommend to gain a more favorable Balance of Activities? (How do you increase payoff activities (prime time) and at the same time reduce lower payoff activities? What would you suggest?
- Remember the adage: Sales is NOT a 40 hour job!!!
- How will you monitor this… software, point system, pipeline management, weekly scheduled meetings, one on one sessions, etc.
Sales Manager, Your Challenge: List the specifics you want your sales people to achieve:
PERFORMANCE GOALS:
PERFORMANCE ACTIVITIES:
Prospecting:
Product Knowledge:
Time management:
Customer Contact:
Prospect Contact (Appointments/Qualifying/Commitments/proposals, etc.)
Pipeline Management: # new deals/progress on deals/next steps/pruning poor deals, etc.
When you employ this process you should not be surprised by their success…the only surprise is if they don’t do it…and you allow it!
If you need help improving, developing, or implementing your sales process – contact us.
