This Equals That....

For sales associates and leaders everywhere

The numbers never lie. When you step on the scale, you know. When you open your bank statement, it’s right there to see.

The same is true for sales. When you look at your sales results, you know whether you are on track to make goal or not. If you are, great. If you aren’t, it’s a function of actions: the quantity and quality of the actions you have already taken.

If you want to get back on track to make goal, you need to take more actions. If you have already made 25 outreach calls and you haven’t reached anyone or gotten any call backs, you may need to make MORE calls. Or you need to look at the quality of your calls – when you make them (are you reaching people or leaving messages?) and look at the message you are leaving (it is inspiring? Are you telling them when to call you back – and that you will call back tomorrow between x and y if you don’t hear back from them today?).

I am working with a showroom on the West Coast and the last call we had was about ‘dollar producing activities’ taken with consistency. One of the associates is not making target and the number of actions and when the actions are being taken align perfectly - with the results she is achieving. By putting (more) actions in place at a specific time to best produce the result of those actions, she was able to pull herself out of the hole she was in…and hit goal for the first time!

This is one of the bittersweet things about sales - the numbers tell the story – and if you want a different story, take some different or increased actions. Painful to admit - but it’s fleeting – and easy to correct, especially when you catch it early in the period.

Now, go pick up the phone and call someone!





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