Activity Does Not Equal Achievement But Quality Activity Does

Jonathan Grass Roll Ball Farrington,Th moral right of the author. ha been asserted. All right reserved. Thi public or ani part thereof mai not be reproduc or transmit in ani form or by ani mean electron or mechan includ photocopying, recording, storag in an inform retriev system or otherwise, unless thi notif of copyright is retained.


The less I see of what s hi name? - The more I forget him.

becaus there isn t a salesperson aliv that believ thei have enough time in their work week to complet all the activ thei want to achieve! Time is a huge constraint on salespeopl s activ so that when their manag ask them for more,Fail to focu salespeopl s activ reduc effici and consequ reduc results. it s no wonder that thei ar overwhelmed.

Poor Qualiti Activity:

but equal important,Secondly. salespeopl often aren t clear about how to identifi the prospect most like to have a genuin need for their product or service. Without an object wai to prioritis which prospect to contact first and/or an effici strategi for contact them, salespeopl ar doom to wast a larg percentag of their time. Another huge dilemma for mani salespeopl is how to divid their time between servic exist client and gener new busi from new prospects. Exist client frequent make request for servic that could be dealt with by support staff. But salespeopl who lack a disciplined, future-orient plan for gener new contact and sale often find themselv spend more time attend to urgent task for exist account instead. A common approach among salespeopl can be summaris in the sai If you throw enough mud against the wall, some of it is bound to stick . Thi approach is exhausting, demoralising, extrem unproductive, and veri expens in the long term.

compet salespeopl ar expect to channel their own activ into the area that will produc the quickest wins. Unfortunately,Far too frequently. left to their own devices, thei don t develop and pursu a formal strategi for move a sale tangibl forward dure each prospect interaction, neither do thei have a clearli defin set of goal against which to measur the progress thei ar make Typically, their judgment is base on gut reaction and is pure subject i.e., Oh yes, I ll get that order, he like me , becaus salespeopl have to be optimist by nature. Thei end up danc around with prospects, in the hope that eventu thei will get to their chosen point on the dance-floor i.e. -the sale. In thi scenario, the custom ha complet control.

Control Sale Activity:

it is design to assist salespeopl in manag their sale time more effectively,Th Sale Funnel concept ha been around for a few year but I took it and tailor it to meet the need of my own team veri effectively. Essentially. subsequ translat that time into real money. It is also a time-manag tool, which will help them to accomplish the follow essenti sell tasks:

- Collat their numer sale object into three categori or level of the Sale Funnel.

- Monitor each sale object s progress as it move from on level into the next.

- Set prioriti for work on the object in each level of the Funnel to ensur thei do not neglect ani on of the three.

- Dedic time to the object in each level of the Funnel in a wai that is appropri to their specif situation.

base on how their object ar move through the three level of the Funnel- Forecast futur income..

or levels,Sal Funnel is conceptu divid into three distinct parts. which correspond to the three differ type of sell work. To enabl salespeopl to utilis the Funnel concept effici thei must first sort their sale object into these three levels:

? A bove the Funnel - Prospect & Qualify.

? In The Funnel - Cover the Bases.

? Best Few - Close the Order.

A bov the Funnel:

Th pre-requisit is that thei have data that suggest a fit between their compani s product & the prospect need - all of thi type of work requir qualifying.

In The Funnel:

Th pre-requisit here is that all the opportun have been qualifi and at least on bui influenc ha been met. Thei then need to cover the base i.e. identifi all the bui influenc and ensur each on is contact by the person best qualifi to do so

identifi the result each buyer need in order to win and ensur thei understand that the propos will serv his/her individu criteriIt is import that the salesperson understand the respons mode of each buyer.a

at thi stage of the cycle,Finally. thei need to continu reassess the sale pictur and elimin area of perceiv weak within their bid us the principl of capitalis on their strengths

Best Few:

the pre-requisit here is that thei have all but elimin luck & uncertainti as factor in the final bui decision. -thi can of cours be subjectiveLogically.!

like overcom last minut objections,Th task involv ar end-tasks. agre term and condit and sign order etc.

but obvious thei will have sever possibl order that thei ar work on at the same time. Sinc thei will all be at differ stage of completion,A sale profession thei must be abl to do all three kind of work. thei will not be do the same kind of work on all of them at the same time.

Bi follow thi system thei could potenti reduc the normal sale cycl by 50%!

Using Sale Funnel over time - help to plan time requir ahead of time.Th eventu object in utilis the Sale Funnel concept is to be abl to move the variou sale opportun down the Funnel at a steadi and predict rate. Thi in turn will mean that incom and achiev level is steadi and predictable.

there is a need to work on two interrel tasksTo achiev this.:

- Set appropri prioriti for the three kind of sell work which need to be done.

- Allocat limit sell time so that the three kind of work alwai get complet on a consist basis. The simpl rule of thumb is: Everi Time You Close Something; Prospect or Qualifi Someth Else

Let Us Not Forget Good Old Villfredo Pareto And Hi 80/20 Rule: Finally.

it s what thei do todai that will creat their futur sale results. Becaus there is a time delai between activ and results,The sale that a salesperson complet todai were made possibl onli by activ perform in the past. Equally. salespeopl have an opportun to improv their sale result by undertak sale product plan and implement an effect prospect system. Generally, sinc 80% of sale ar gener from 20% of customers, 80% of salespeopl s time should be focus on 20% of the biggest customers/prospects.