http://www.salescoachinglive.com/blog/category/time-management-personal-efficiency/ Blog categories... http://www.salescoachinglive.com/barrycaponi/blog/when-prospecting-here-8217s-how-to-rid-yourself-of-dry-spells/ Two metrics to manage your pipeline by to avoid experiencing another dry spell.

Almost all of us from time to time have a great month or quarter with...]]> Two metrics to manage your pipeline by to avoid experiencing another dry spell.

Almost all of us from time to time have a great month or quarter with great closing numbers followed by a miserable month or quarter with nothing to show for our efforts.

There is a way to reduce the risk of that occurrence.

First, answer the following questions and complete the tasks (estimate if you have to—but you should know these numbers):

1. How many Initial Appointments do you need to hit your required sales for the year?
2. How many discussions with decision makers do you need in order to generate those Initial Appointments?
3. How many times do you need to dial the phone in order to get the required number of discussions with the targets you’d like to meet with?
4. Divide that number by 220 (the typical number of selling days in the year) and you’ll have the number of dials you need to make each day.
5. How much time does it take to accomplish a step in the appointment making process? That includes figuring out who to call, what the status of the pursuit of that target is, determining what you’re going to say, dialing the phone number, saying what you want to (when successful getting through), sending email follow ups, leaving messages and recording the results.

If you don’t know, use six minutes as an average per dial. With Klpz (a tool I recommend), you can cut that in half.
6. Do the math—multiply the number of calls needed per day times the average time per call and you’ve got the number of minutes you’ll need each day to hit your number.

You will now have two key metrics to apply to keep a dry spell from occurring again. Here’s what they are and how to use them:

1. The first is the number of Initial Appointments you’ll need to hit your number this year. Divide that by 44 (the number of full selling weeks in a year) and you’ll know how many Initial Appointments that precede a buying cycle you should have on your calendar each week. If you don’t have that number at any point—you’ll know to make the time to get back on the phone and set some more appointments or you WILL have a dry spell again
2. The second metric is the time you’ll need to set aside each week/day to set those appointments. The best way to use this metric to avoid dry spells is to set appointments with yourself first each week to make the dials that are necessary to set the Initial Appointments needed.


(BTW, I’ve got a free tool to help you with this process of figuring out how to determine both of these metrics. If you’d a copy, click here to be taken to a page to send me a note to request one. I’ll send it to you.)]]> http://www.salescoachinglive.com/barrycaponi/blog/when-prospecting-here-8217s-how-to-rid-yourself-of-dry-spells/ Wed, 19 Oct 2011 17:56:17 +0000 Barry D. Caponi http://www.salescoachinglive.com/davekahle/blog/what-can-we-learn-from-the-best-sales-people/ Do great B2B sales people, regardless of what they sell, have any practices in common? In other words, do the best sales people all sell the same way...
A number of years ago, a professional association attempted to answer that question. They studied superstar sales people from a wide variety of industries and concluded: Yes!

In fact, the best sales people excel at the same things. Here are the top five practices of the very best sales people:
1. They see the situation from the customer’s point of view.
2. They ask better questions.
3. They listen more constructively.
4. They are obsessed with time management.
5. They do bigger deals.

Let’s look at the relationship among these items to see if there are any lessons for us.

“They do bigger deals.” That is both the result of their work (that is, after all, why they are the best sales people) as well as their focus from the beginning. They start with an understanding that it is their job to bring revenue into the company, and that the more revenue they bring in, the more valuable they are to their companies and the more successful they become. And this realization leads them to what becomes an obsession.

“They are obsessed with time management.” That means that they intentionally and methodically strive to make the best use of their sales time by focusing the bulk of their efforts on the highest-potential opportunities and customers. You won’t find them running an errand for a “C” customer just to be a nice guy.

In my book, How to Sell Anything to Anyone Anytime, I make the point that this practice – investing in the highest potential prospects and customers – trumps all other sales practices. If you are a great presenter, for example, and wonderful at closing the sale, your skills will be squandered if they are not exercised with the right people.

And what do the best sales people do with the time they invest in the highest-potential customers? “Ask better questions,” and “listen more constructively.” Amazing. These two fundamental communication skills are, perhaps, the earliest communication skills we learn. Yet, the best take these foundational skills and execute them better. And since they excel at these two fundamentals, they naturally gain a better understanding of the “customer’s point of view.” Equipped with that competitive advantage, they formulate creative proposals that lead them back to where they started: bigger deals.

This should be immensely encouraging to sales people. Unlike the promotional messages from legions of sales trainers and authors, the reality is that there are no “secrets” in sales. Success comes not from hidden strategies and mysterious tactics, but rather from the excellent execution of the essentials.

The best sales people execute the most fundamental skills with excellence. And, since we can all do the things the best do, we can, if we choose, strive to do them better. And, if we strive to do them better, at some point we will arrive at the same place they are: a master sales person.

In other words, there is a path to sales mastery, and we can all follow it, if we choose.

It begins with our mind-set. We need to see ourselves as professional sales people, whose job it is to bring revenue into the company. That sounds so simple and so basic, yet legions of sales people are loath to consider themselves sales people. They are account executives, sales facilitators, mobile customer service representatives, etc. Some consider themselves to be exclusively the advocates for the customer and hand out discounts and concessions to anyone and everyone.

Since they don’t see themselves as professional sales people, they don’t invest in improving their sales skills. They don’t understand that their behavior creates a reciprocal reaction on the part of the customer. The sales person’s actions create reactions on the part of the customer. If they want more profitable actions from the customer, they need to improve their actions.

Once we have the mind-set of the professional sales person, we slowly begin to gravitate toward the opportunities and customers that hold the greatest potential. We understand that we only have a small and limited quantity of sales time, and that we must invest it, with a cold-blooded business attitude, in those situations that will bring the greatest reward. In short, effective time management becomes a daily obsession.

Now, since we are interacting more frequently with the highest potential customers and prospects, we focus on excelling at the most fundamental communication skill: asking better questions and listening more constructively. Armed with these two fundamental and powerful communication devices, we strive for continued improvement and constant development.

With this as a path, sales mastery is an achievable goal for every committed sales person.

As the best have taught us, there is a path to sales mastery, and it comes travels through excellent execution of the essentials.]]> http://www.salescoachinglive.com/davekahle/blog/what-can-we-learn-from-the-best-sales-people/ Tue, 28 Jun 2011 17:45:03 +0000 Dave Kahle 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 http://www.salescoachinglive.com/scottconover/blog/fear-of-not-making-your-quota/ FDR’s famous inauguration quote “The only thing we have to fear is fear itself.” This has never been more true than in sales.

Most people today are...]]> FDR’s famous inauguration quote “The only thing we have to fear is fear itself.” This has never been more true than in sales.

Most people today are driven by fear and most sales leaders lead by fear. As a result, your decisions are driven out of fear. This behavior is holding you and your sales team from meeting your goals.

We are now 2 months into the year, sales professionals have received their quotas and have been pounding the pavement to drum up new leads and close deals. Many are already finding that they are not trending in the right direction to meet their quotas. They are beginning to feel that heavy weight of their quota and are fearful of not obtaining that number. If not caught early, this will paralyze you and your sales team. Being fearful of not attaining your quota will quickly become a self fulfilling prophecy. My suggestion and what I have found to help sales professionals meet their objectives is to not constantly focus on where you are against your established quota.

Nobel Prize Winner: “Business people who do not know how to fight worry, die young. How many of the things we worry about are worth that price?”

So, you may be asking yourself “How do I go about embracing my fears?” To answer that question, let’s take a step back and review what I hear most regularly while assessing the mindset of sales professionals and sales leaders. It is very apparent that they are fearful of two things that they can't control. Let’s see if you can pick out what those two things are.

Here are some of the statements that I hear most regularly in our assessments.

Sales Professional: That number is bigger than last year and I couldn’t hit that one. What if I don’t hit my numbers? How does that make me look? How quickly will I be able to find a new job?

Sales Leader: What if I fire underperformers? What will that do to the morale of the team? It took me a long time to hire these individuals, what if I can’t find someone to take their place? How much time will I lose in hiring and retraining someone else? How much market share will I lose? How will I meet my team goal or investor expectations?

If you are like most people you probably saw a lot of random questions but if you analyze each statement you will see the commonality across the board. The commonality that you see in all of these statements are that most people live in either the past or the future which are two things that can’t be controlled. Begin asking yourself as to what is holding you back and you will probably see that you share the same common traits as your peers.

As a ship has compartments that can be sealed to prevent water in one compartment from flooding another, so too do we need to seal off the past and the future. “We cannot live one moment in either of those eternities and to try to do so could ruin both our minds and bodies. We can be content to live the only time we possibly can – TODAY.” – Dale Carnegie

I like to use this question to some of the people that I coach. “If you were to go from Dallas to New York and there were no signs, compasses or GPS devices to get you there, what would you do?” Some get it right but most struggle. For those that don’t get it I will begin working with them through a series of questions to get to the answer but to summarize, the smart thing to do is to find someone who has already taken that journey and question them about what to take with you on your journey, where you should turn and what you should look out for to ensure a speedy and safe journey.

My suggestion is that you do the exact same thing with your sales career. Begin to look at the individuals that are successful in your organization. Focus on the processes that has helped them be successful and you will become successful. Ask for help in creating your process. You will find that people are willing to help those that ask for help and take action.]]> http://www.salescoachinglive.com/scottconover/blog/fear-of-not-making-your-quota/ Tue, 22 Feb 2011 15:32:53 +0000 Scott Conover http://www.salescoachinglive.com/barrycaponi/blog/b-smiling-when-we-dial-will-improve-our-cold-calling-success-ratios-b/ Tip three of six to make our cold calls more effective.

This is the third blog in a series of six that talk about some little things that can make a...]]> Tip three of six to make our cold calls more effective.

This is the third blog in a series of six that talk about some little things that can make a big difference in our appointment setting results. If you’ve been reading my blogs for long, you’ve heard me talk about the fact that I believe in incremental improvement. In other words, I’m willing to do all kinds of things to improve my ratios, even if that particular thing may only increase my success ratio by only one or two percent each. At the end of the year, those little improvements add up to substantially more appointments, or at least in my case, the need to make fewer calls.

Here’s an example of what I mean. Let’s say I must make 15 dials a day to hit my number of $150,000 in sales. If I just increased my Conversation Ratio by one percentage point-from 8% to 9% in this example, I would increase my sales to 107% of my goal. If I were to apply some tips that increased my Appointment Ratio by just one percentage point again-from 18% to 19% in this example, I would increase my sales to 117%. Interested?

Tip Three – Place a mirror on your desk (or wall).

"When we listen to people speaking, we may be picking up on all sorts of cues, even unconsciously, which may help us interpret the speaker," explained lead author Amy Drahota in an article on their research on smiling and communication.

Ever hear someone say, “I could hear them smiling over the phone.” We all have, haven’t we? (Hopefully it’s been someone talking about us!) Since Dr. Robert Cialdini tells us people buy from people they like, why not come across as someone whom they may actually want to get to know and like? Additionally, we lose the most prevalent way to communicate (body language) when communicating over the phone, so let’s take advantage of the next best option, tonality.

I have a mirror sitting on top of one of my PC’s speakers that I look at a every few calls when making any kind of call because whether it’s a client, or someone I’m calling for the first time, I want them to know I’m a friendly, happy, caring person. Someone they should want to do business with.

So other than assuring myself I’m still a handsome guy, my smile reminds me how much I really do enjoy helping other people accomplish their goals.

Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name 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 214 483-5800 or at barry@coldcalling101.com.]]> http://www.salescoachinglive.com/barrycaponi/blog/b-smiling-when-we-dial-will-improve-our-cold-calling-success-ratios-b/ Sat, 29 Jan 2011 20:44:51 +0000 Barry D. Caponi http://www.salescoachinglive.com/KevinPiket/blog/building-your-personal-sphere/ As I mentioned in my last entry, I wanted to discuss how you build your own personal sphere of influence from the ground up. There are many parts to h...
Finding a professional networking organization that just doesn't have its hand out each time you show up is hard to find. I have always had the philosophy that you get out of something what you put into it. Call me crazy, but I think that this should apply to networking groups too. I have found that too many networking groups want to know what you bring to the table while never telling you what they will bring to you. That is a one-way street and one I would not like to go down. Networking groups should consist of members who are givers, not just takers!

The Naperville Jaycees is a 200+ member organization who believes in building leaders through community service. Oh yeah, this group is filled with 21-40 year-olds who are very successful with their careers and families. The age group for this organization inherently allows for networking to happen especially when Gen X's & Gen Y's get together. I have found that the people who join this organization are givers and don't have their hands out looking for something in return…it just happens naturally. It is kind of the “you scratch my back I will scratch yours” philosophy.

I am sure there is a Jaycee chapter near where you live that you can join and I highly recommend you do. I think it will add value to your life and I am sure you will add value to the organization. In fact, you can go to http://www.usjaycees.org/ to find a local chapter. There is nothing better than joining an organization where you can sharpen your leadership skills by organizing events which would in turn show potential clients your real work ethic. I get business from the Jaycees because I have been told I do it “the right way”, which means rolling up my sleeves and getting involved. It shows the members my work ethic and my leadership skills. I have helped organized events and I have taken leadership positions within the organization...not to get business, but rather because I enjoy it and it happened to get me business. Also, the Jaycees are a great organization to get your family involved too as there are plenty of things for the kids to enjoy.

In summary, join a group like the Jaycees where you can show case your leadership skills, when you are in the community group, don't be a wall flower, get involved and show your strengths and finally have fun with it…life is too short not to have fun and enjoy what you are doing, especially when it involves your free time.

Copyright © 2011 Kevin T. Piket]]> http://www.salescoachinglive.com/KevinPiket/blog/building-your-personal-sphere/ Tue, 04 Jan 2011 21:00:28 +0000 Kevin Piket