http://www.salescoachinglive.com/blog/category/sales-process-automation/ Blog categories... http://www.salescoachinglive.com/barrycaponi/blog/the-foolproof-lack-of-sales-early-warning-system/ What is the best way to predict (and fix) a coming shortfall in sales revenue?

Ever had a great quarter or month followed by a dry one? We all have a...]]> What is the best way to predict (and fix) a coming shortfall in sales revenue?

Ever had a great quarter or month followed by a dry one? We all have at one point or another. Those of us who didn’t want that to happen again have adopted systems and processes to reduce the risk of it happening again. But, what is the quickest and easiest way to predict a coming shortfall in sales?

Every sale is preceded by an Initial Appointment. Regardless of what we sell or how many calls it takes to close that sale, they all begin with an Initial Appointment. That appointment could be a face-to-face call, a web-based call or a good old-fashioned phone call. It really makes no difference.

So what does this have to do with an early warning system? Simple. We must know how many Initial Appointments it takes to generate a sale and then figure out how many Initial Appointments must be on the calendar at any given moment to provide the number of needed sales. For instance, in our case, we need five Initial Appointments spread out over any given two-week period at any time.

Now for the final step in the process: What precedes an Initial Appointment? The conversations and dials that are necessary to set up those appointments is the answer. So, the final question to ask ourselves is how many dials are necessary to generate those five appointments. Because the dial is truly the earliest step in the selling process, I can now monitor my dials to see what my sales will be.

Given our ratios of dials to conversations of 13% and our conversations to appointments ratio of 26%, we need to dial the phone 15 times a day between those of us who sell. Not a monumental task, but a task that must be done, nonetheless.

I look at my Klpz dashboard each week and can see both the number of dials and the number of appointments we’ve got on the calendar at any given moment. If either of those numbers is low, it is an easy fix to keep our sales two months in the future from cratering. Get on the phone….]]> http://www.salescoachinglive.com/barrycaponi/blog/the-foolproof-lack-of-sales-early-warning-system/ Tue, 04 Oct 2011 22:29:55 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/new-books-are-now-available/
Here's the detail. The books, Contrary to Popular Belief, Cold Calling DOES Work! come in two volumes.

Volume I - Effectiveness, the ART of Appoinemtn Making
Volume II - Efficiency, the SCIENCE of Appointment Making

Both are now available for order through the following link. This link will also give you a good view into what is in each and if either one, or both, might benefit you and your challenges.

http://caponipg.com/books.php]]> http://www.salescoachinglive.com/barrycaponi/blog/new-books-are-now-available/ Sun, 03 Jul 2011 17:03:57 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/why-don-t-ales-professionals-set-enough-initial-appointments/ Who should be making the appointment setting calls in your organization?

Is the sales force one that cannot, will not, or should not be setting appoi...]]> Who should be making the appointment setting calls in your organization?

Is the sales force one that cannot, will not, or should not be setting appointments their own appointments?

We are many times asked, “When should I outsource our appointment setting requirement for the outside sales team?” This question comes up when managers aren’t consistently seeing enough Initial Appointments being set by their sales team.

If we can answer the following question, we’ve got our answer. Is the reason enough appointments are not being set because the sales team cannot, will not, or should not be setting appointments? Now that I’ve settled that topic…just kidding. Let’s explore that a little more deeply.

Let’s look at the last qualifier first, because if the answer is no for that one, then the first two qualifiers are moot. “Should our outside sales team be setting their own appointments?” In a sales environment where the buying cycles are long and complex, the average sized sale is big, and the competitive landscape is tough, our sales professionals are usually very highly paid. In those situations, suggest we, at least, look at having someone else set appointments for them.

The reason for that is that setting our own appointments takes time, and a lower cost resource can set appointments. If I’ve got a team of highly qualified subject matter experts, for instance, who have heavy time commitments in the buying cycles to qualify, present, and close, it does beg the question. Perhaps we are better off letting those sales people concentrate on what only they can do, and hire someone else to set appointments for them.

The trade-offs here are how much subject matter training is required to make the appointment setters competent to set qualified appointments, can we deliver that training, and can we supply reasonably targeted lists. Those are questions you’ll have to answer yourself.

However, let’s assume for a moment that we’ve decided that our team should be setting their own appointments. The next question we need to ask ourselves is, “Are they failing because they cannot, or will not set their own appointments?” If they will not, perhaps it is because the task is arduous, too time consuming, and painful. If we have addressed those issues and they just won’t do it, we need to find those sales professionals something else to do.

If it is because they cannot (or we’re not sure if it still might be will not), we do have remedies for that. Four areas may be addressed to help them become more effective and efficient at this task. They are; better lists of targets to call, a better set of best practices (pre-set business rules for the process), a better set of tools to take the pain out of the process and make them more efficient, and better skills to handle the objections they encounter when attempting to set the appointment.

Do not fall into the trap of; if a sales professional knows how to close, they know how to set appointments. It is a totally different process, requiring a different set of skills, tools and processes. Too many, this is a surprise. So much so, that I dedicated an entire section to this topic in both of my books, Contrary to Popular Opinion, Cold Calling Does Work! Volume I: Effectiveness, the Art of Appointment Making, and Volume II: Efficiency, the Science of Appointment Making. You can also find some of that explanation in the blog entitled, The skills that are necessary in the pipeline phase of selling are not the same as those required in appointment setting Part 1, Part 2, Part 3 and Part 4.

If you believe that your team needs to be setting some, if not all, of their own Initial Appointments, then make sure they’ve got the proper set of skills, tools and processes to make them both effective and efficient—or you’ll continue to struggle with an anemic pipeline.

Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 817 224-9900 or at barry@coldcalling101.com.]]> http://www.salescoachinglive.com/barrycaponi/blog/why-don-t-ales-professionals-set-enough-initial-appointments/ Wed, 04 May 2011 16:00:19 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions-2/ http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions-2/ Thu, 31 Mar 2011 13:10:28 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions/ http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions/ Thu, 31 Mar 2011 13:09:51 +0000 Barry D. Caponi http://www.salescoachinglive.com/bfarmer/blog/opinions-everyone-has-one-at-least-one/ I have often heard that opinions are like anal orifices, everyone has one! The fact is that just like parts of our own body, we not only have opinions...
Our ownership of opinions is absolute regardless of the facts!! Two plus two always equals four. New York City is the largest city in the United States. San Francisco is on the west coast. These are objective facts.
Red is better than blue. Chicago is a more dynamic city than LA. The Packers should win over Minnesota (said before the season begins). These are ALL opinions and their truth lies solely in the eye of the beholder.

Before we enter in a discussion about what is “Better” for someone we care about, we need to take a minute and review what their opinions and beliefs are. That review can take many forms. Here is one possible way to begin the evaluation.

1. What is their underlining belief system?
2. What in their background could influence the critical viewpoint or decision?
3. Who else will influence this discussion / decision?
4. Why am I involved in this discussion / decision?
5. What impact will this have on their resources - mental, physical, financial
6. What do I KNOW about their opinions that will come into play?
7. What are the facts? Are these truly facts or MY opinions of the facts?

These are first steps. Remember that a person’s opinions are critically important to them and they will defend them to the death! If you think this is a bit of an exaggeration then look to the Middle East, the Middle Ages, witch hunts, the Hatfield verses McCoy feud, Democrats verses Republicans, USC verses UCLA and High School Football in Texas!!

Treat people’s opinions as if they are as precious as their children. They might have had them longer!]]> http://www.salescoachinglive.com/bfarmer/blog/opinions-everyone-has-one-at-least-one/ Wed, 23 Feb 2011 14:13:59 +0000 Ben Farmer http://www.salescoachinglive.com/bfarmer/blog/passion/
Without passion, there is no fun!!

One of our best friends is p...]]>
Without passion, there is no fun!!

One of our best friends is passionate about abandoned St. Bernard dogs. This became a mission that has lead to the rescuing of hundreds of these beautiful animals.

Passion is the reason Jonas Salk invented the Polio vaccine and when asked why he did not patent it stated when asked by famed reporter Edward R. Murrow “Who owns this patent?", Salk replied, "No one. Could you patent the sun?"

Here are a couple of key ways to know what you are passionate about:

1. Does your voice get stronger when you are talking to others about building a house?
2. When someone asks your advice on a finding new customers do you find yourself giving them all sorts of advice?
3. Do you find yourself going on and on about Golden Retrievers?
4. Do bridal dresses give you goose bumps?
5. When you are tired and you get a call to go do something that involves a subject does your exhaustion disappear?

If this happens than more than likely you are passionate about these particular items.

When someone asks me about helping others be successful, I have to hold myself back. When someone mentions a golf game, I am there.

Now translate this to business. What about your business turns you on? Is it that your office is a great place to work? Do your clients send you thank you notes? Are you award winners in your industry? Do you make a difference in your clients lives? How do you fulfill their wants and needs? How do you make communication better in the office, with your sales force, with your clients? Are you passionate about adding value to you clients lives? If so, how?

Be passionate and make a DIFFERENCE!!]]> http://www.salescoachinglive.com/bfarmer/blog/passion/ Tue, 22 Feb 2011 23:48:14 +0000 Ben Farmer