I have been told that many people are not flying in light of the events of September 11th. I understand that. However, this has been going on for years.
The majority of your sales people are working from the comfort of their home offices. The sales numbers reflect this. I doubt they are working even 6 hours a day.
In your business, Mr. Client, to sell something, you have to meet face-to-face, belly to belly with the customer. Your people are not doing this. I was told that one of the reasons that sales calls are not being made is that they are afraid of being rejected. That may be true. If it is true, it is because the sales organization is not prospecting.
Let’s send literature
I have never been involved with a company more focused on providing their sales people with “pretty pictures” than yours. Your sales team would rather sent literature out than visit with customers.
In every interview, telephone conversation, email and meeting I have participated in, the number one complaint is that “we need literature that says…” This is the single biggest excuse your sales organization has for not selling.
They are hiding behind brochures, sell sheets, inserts and advertisements.
The prescription
I appreciate the opportunity that you have given me to work with your team. Given what I have told you, my job is going to be straightforward. I am going to eliminate all the excuses that your sales people have for not selling.
First, we are going to require that all of your sales people read one book on sales each month. The first book is “Selling for Dummies” by Tom Hopkins. This book needs to be finished by December 31, 2001. The next book they will be required to read is “Swim With The Sharks Without Being Eaten Alive” by Harvey MacKay.
That book is required reading for January. I will be providing a new book each month in the New Year.
Second, each sales person is going to be required to make a minimum of five face-to-face calls for new business each week. This will require that the get out and start talking to people. Each person will be required to turn this report in the following Monday morning.
Third, each sales person will be required to travel in their market area at least 12 days out of 20 each month. This means that they will leave the comfort of their home to actually go out and see current customers and prospects.
Fourth, each sales person must submit at least two credit applications a month for new customers.
This means that within one year, we will almost double the size of out customer base.
Sales Web Site Seo
What will it do to our sales numbers? The goal of doing all this is to uncover just who is selling and who isn’t. The goal is to find out who wants to sell versus those that want to stay at home and collect a paycheck.
Your company can no longer afford to have sales people that cannot or will not sell. The future of your company is at stake.
Sincerely,
The Consultant
