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While I encourage the acquisition of knowledge and new skills, I disagree with the blind assumption that training is always a cure for poor sales performance. Let's pretend that he sent his entire staff to a sales training seminar, and they learned skills that made it possible for them to double their closing percentages. Are they spending hours each day leaving messages in prospective clients' voice mail boxes instead of having sales assistants with Direct Voice Mail Marketing Systems make calls for them? Article: Are you busy or are you productive? The question is innocent enough. But can you handle the truth? Recently I was doing some consulting with a subject who tenderly examined how his sales representatives spent their time. He concluded that they in very sooth spent less than 5 percent of each day engaged in the act of selling! Imagine, 95 percent of each sales day spent on nonselling activities. Writing letters, putting together information packets, filling out paperwork, telephone prospecting, and traveling consumed their days. As you can imagine, my subordinate wanted to grow sales revenues. Some sales trainers engage in to convince prospects that training is the unthinking response for everything. While I encourage the gain of knowledge and new skills, I disagree with the glance requisition that training is unendingly a cure for poor sales performance. Let’s pretend that he sent his entire staff to a sales training seminar, and they learned skills that made it possible for them to double their terminal percentages. The improvement would only be useful during that 5 percent of each day they spent selling. Adding salespeople isn’t day after day the overthrow either! If each rep is spending 5 percent of their day selling, it would take rare 19 reps to put over 8 hours of selling time. less sense will tell you that the costs of recruiting, training, and managing such a force would be an dire waste of potential profit. So let me get to the point. Are your salespeople spinning their wheels? Are they spending time, money, and energy keeping busy or producing results? If you’re not sure, be on the lookout. Watch and see if your reps are doing things that less-skilled and lower-paid support personnel could be doing for them. Do your representatives spend time doing things manually that could be done better, faster, and more efficiently using technology? For example, are they writing and launching mailing campaigns that could be done upper and faster by an hireling with a computer and radio software? Are they spending hours each day leaving messages in prospective clients’ voice mail boxes instead of having sales assistants with Direct Voice Mail Marketing Systems make calls for them? Let me encourage you to rethink the settlement of individual job responsibilities and list the tasks necessary for successful job performance. Take a look at which tasks require the specific knowledge and craftsmanship of a salesperson and which ones don’t. cut teams of support personnel and leverage technology wherever possible to cost effectively and efficiently conduct the simple, yet time-consuming, tasks that hold your salespeople back. Copyright 2001, Mason Duchatschek
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More Articles:1. How To Write A Riveting Sales Letter That Closes Sales By Mike Jezek Summary: How do you get people's attention and build their interest to take the time to read your sales letter? There are various ways to do this, but today I'm going to show you three simple things you can do right away to make your sales letter more riveting.1) The 25% Rule: Simply stated, if the first quarter of your sales letter isn't absolutely compelling and interesting enough your sales letter will bomb. If your sales letter is like most … 2. 10 Killer Ways To Sell Your Back-End Products By Rojo Sunsen Summary: A back-end product is a product you attempt to sell your customers after they have recently purchased a related product from your business.If you're not trying to sell back-end products to your customers, you're making a big mistake. If you're selling an electronic product, like an ebook, include your ad for your back-end product somewhere inside the electronic product.7. Article: A back-end product is a product you obligation to sell … 3. Lance Has What It Takes By Jim Meisenheimer Summary: Lance has what it takes and then some.Did you know . .Lance looks at every single detail.He weighs his food every day to maintain proper nutrition.He trains, he does research, and he pays attention to the appropriate technique.He seeks out the best and the brightest when he needs help with anything - anything.In winning the Tour de France a record and consecutive seven times he cycled over 15,000 miles.Some say what he accomplished (eac… 4. GROWTH FROM WITHIN Summary: Please understand that I am NOT talkingabout renting out your customer list of email addresses.What I AM talking about it approaching those customers, whoknow you and trust you already, with a totally new anddifferent product.Why should we limit ourselves to selling only one type ofproduct or service when by adding an additional item to ourcurrent offerings we can TAKE ADVANTAGE of the relationshipthat exists now? Article:public utility … |