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Accumulated Value
of Sales Effort
Every business keeps a record of the transactions they engage in,
purchasing, selling, employment, all these things are tracked and
recorded. It is this accounting that a company uses in order to
determine the progress they have made through a specific period.
Keeping an account
If a salesperson were to look only at just their daily sales at
the end of each day and never looked at these reports again, they
would fail to see the progress made through the week, the month,
or through the length of their career. They would also fail to see
a number of other things. It is because of this that keeping an
account of what was sold, when it was sold it, which it was sold
it too and so forth is so important. It is also a good idea to
keep a solid record of phone calls, and prospects that have been
spoken too. This record when laid out can show a sales person that
all the time and effort that has been invested has not been a
waste.
Review your accounts
Keeping an accounting is not enough. The information is useless if
the salesperson does not use it in order to better their sales
records and push themselves forward. By reviewing their records,
they have the opportunity to have a history of the value they have
accumulated through their efforts as well as all the information
necessary to increase their potential.
What this information can do
Part of being a salesperson is being creative, and being
adaptable. That is not however, everything there is to it, sales
also involves science and research. By reviewing, accounts and
seeing the accumulation of performance new and better ways of
selling can be created by pointing out the strongest and weakest
aspects of a salesperson's presentation and strategy set. When
looking to improve performance this can provide a valuable
overview, once strategies improve it is time to take a look at
some of the older prospects.
By asking questions in regards to each sale or contact and then
recording and reviewing the transactions, a salesperson can learn
to read the prospect and adapt to a presentation or set of
criteria that will lay out the product or service in a manner that
is most appealing to them. It also gives a sales person the
opportunity to use the information to return to a previous
prospect with a new presentation. While this may not always work
in getting a prospect to turn into a client or customer, it can
give another set of values to help formulate a new plan.
Remember that the Law of Compensation and the law of Averages will
not fail to reward the effort that a salesperson puts in and the
more effort that goes in the greater the reward. A person who
could barely be considered a prospect today may turn out to be a
huge sale later on.
The important thing to remember as a sales person is not to give
up and to utilize all the information from every sale. By
organizing sales data and analyzing that data on a regular basis a
salesperson can learn important and essential things about the
sales plan being employed, have solid research on which to
formulate new plans, and thereby be able to increase sales. That
is the accumulated value of effort.
Source:
http://www.topcommission.com |
