When was the last time that you received this compliment? I'll bet that it wasn't meant as something in which you could take pride. Ironic given that we are the people charged with bringing in the revenue!
I recently gave a speech to the sales team of a large international company with a very recognisable brand. I was asked to present to their sales team of thirty and I started with the question “Who in the Sales team started their career with the goal of sales as a profession?” I was surprised that two people raised their hands. I’m usually rewarded with an audience bereft of hands. It is a sad fact that Sales is not seen as a professional career when sales can be one of the most rewarding of professions.
Studies in the USA (HR Chally Group) show that, of all employee groups, sales staff has the highest turnover. This ranges from 25-30% in a good organisation with the worst companies up to 60-70%. Another statistic from the study is that over 50% who graduate college become sales people.
So it is obvious that there is a great chance that Sales people end up being the leaders of the organisation, as long as Sales people treat their career as a profession. This means that you need to invest time in your career.
Go to http://www.intermizzi.com.au/ to find out more.
Showing posts with label corporate sales differentiation intermizzi development paul mizzi sales training ideas recession sales selling development recruitment sales team consulting. Show all posts
Showing posts with label corporate sales differentiation intermizzi development paul mizzi sales training ideas recession sales selling development recruitment sales team consulting. Show all posts
Thursday, March 5, 2009
Sunday, March 1, 2009
Qualification, Qualification and Qualification
This is a mantra that I've held for many years. Where Real Estate preaches Position, Position, Postion the equivalent mantra for sales must be that the three most important things to remember for sales is Qualification, Qualification and Qualification.
So what does that mean? It means that you should not spend your time with those prospects that don't need your attention right now. It will become obvious when you think about it that you can still get it all wrong if you don't have some plan for the qualification. You need to know the criteria that allows you to see if a client fits you. Then you will be able to determine if you fit the client.
And this is not to say that you ditch a prospect just because they haven't called you back as persistence is still key. I sat in on a sales teleconference yesterday where the following statistics were given:
So what does that mean? It means that you should not spend your time with those prospects that don't need your attention right now. It will become obvious when you think about it that you can still get it all wrong if you don't have some plan for the qualification. You need to know the criteria that allows you to see if a client fits you. Then you will be able to determine if you fit the client.
And this is not to say that you ditch a prospect just because they haven't called you back as persistence is still key. I sat in on a sales teleconference yesterday where the following statistics were given:
- 2% of sales are made on the 1st contact
- 3% of sales are made on the 2nd contact
- 5% of sales are made on the 3rd contact
- 10% of sales are made on the 4th contact
- 80% of sales are made on or after the 5th contact <<== WOW
So if you have tried at least 5 times then at least you are not selling yourself short. Just make sure that you are qualifying the opportunity on the way through.
Go to http://www.intermizzi.com.au/ to find out more.
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