Improve Sales Productivity
Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system.
Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at hand. However, very few decision makers dig deeper. And that means that significant information is never uncovered, and decisions are made on the basis of superficial, and often flawed, information. Let’s dig deeper.
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It’s 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That’s the question I have asked innumerable distributor salespeople. Unfortunately, the answer too commonly is, “Because it’s Tuesday at 10 AM.” In other words, the salespeople who answered in that way had not stopped to consider whether this call was potentially worthwhile…
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By Dave Kahle Sales productivity may be a new concept for many sales executives. “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be concerned about it? Let’s start by examining productivity. We understand that the notion…
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Tired of chasing too many prospects that just won’t close? Implement these two principles and you’ll dramatically improve your productivity.
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Creating a system that more effectively and efficiently acquires orders and creates customers.
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If the salesperson does not have specific and measurable goals, then how can that person ever decide on what behavior to follow to reach those goals?
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One way to improve the productivity of your sales system is to clean out the gunk, freeing the sales people to spend their time in front of the customers.
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6 tips for creating a successful agenda that ensures your meetings will be productive.
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There are hundreds of ways to avoid “starting.” Learn how to recognize those behavior patterns that fill up your sales time and do nothing for you.
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By Dave Kahle Focus, focus, focus. That is the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many…
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