| The definition of insanity is doing the same thing over | | | | actual; appointments booked to actual; face-to-faces |
| and over again and expecting a different result. As I | | | | goals to actual; sold goals to actual. Schedule a |
| coach and train leaders and their sales teams to bust | | | | review/coaching meeting with each of them weekly |
| out of their comfort zones with the goal of opening | | | | in advance. Block at least 30 to 45 minutes for each |
| new accounts, several key practices have bubbled up | | | | person. |
| as some of the best. These key practices will help | | | | 3.) Start a lead generation program or expand what |
| you stop the "insanity" that's stopping your company | | | | you have. Different things fit for different industries. |
| from growing 25 to 30% faster than it could be. So | | | | Decide if a networking and/or business groups, |
| buckle your seat belt (or as we say in racing - "strap | | | | business journal, newspaper, direct mail, inserts, trade |
| in"), put your helmet on and get ready because I'm | | | | shows, blast emails, billboard, radio, TV, internet or |
| about to 'blow the doors off' what you're doing. But, | | | | some other medium or a combination will work for |
| if you can implement my suggestions you'll be taking | | | | you. Distribute the resulting leads to your team. |
| your team out on your Hatteras instead of your Sea | | | | Adjust commissions or even sell the leads to your |
| Ray. | | | | team if you need to. Many salespeople really won't |
| 1.) No more "think it overs," "get back to me's" or | | | | mind that - believe it or not. They understand that it |
| "we'll let you knows" when cold calling. The only | | | | takes money to make money. |
| acceptable conclusion to every call is a "yes" or a | | | | 4.) Get your people focused on referrals and |
| "no" for an appointment. Salespeople waste all kinds | | | | introductions. This is where 98% of companies are |
| of time calling on prospects that continue to say | | | | losing money. Their sales teams hardly get any of |
| "maybe" or give them some kind of put-off. | | | | the referrals they could. Have your people set a |
| Meanwhile, there are a virtually unlimited number of | | | | referral goal at the end of each day as to how many |
| prospects in most businesses that they could be cold | | | | they will ask for tomorrow. If you lack techniques to |
| calling. | | | | obtain referrals and introductions for your clients, get |
| One rule of effective cold calling is to get a "yes" or | | | | an excellent sales trainer. Review referral goals and |
| "no" at the end of every conversation. So, train your | | | | results at your weekly review/coaching sessions. Be |
| team how to deal with the stalls, objections and | | | | sure to recognize and reward achievement in this |
| put-offs they hear when prospecting to make every | | | | area too! |
| call that they 'get through to the decision maker | | | | 5.) As you launch this new chapter in the growth of |
| count. For example, when someone says, "Call me in | | | | your company, let everyone know your ideas. Tell |
| three months," train your salespeople to say, "Sure, | | | | them that you want to do this as a collaborative |
| now suppose it was three months from now and we | | | | effort and you would appreciate their help. Tell them |
| were on the phone, what do you suppose you'd be | | | | that you will be having a monthly brainstorming |
| telling me then?" This technique effectively, and with | | | | session for progress, suggestions and new ideas. |
| finesse, eliminates the "call me in three months" | | | | Really commit to running this brainstorming session |
| put-offs. I call it the "take it to the future move." | | | | every month so the 'plug doesn't come out of the |
| So to summarize, train your team to obtain a yes or | | | | generator'. |
| no at the end of every cold call. Also, start coaching | | | | Finally, make a commitment to yourself to growing |
| and training them to focus on mover effective | | | | your company more than ever. Commit to being your |
| techniques - weekly re-enforcement works best! | | | | best, to reaching out and reaching within yourself and |
| 2.) Commit everyone to certain prospecting activities | | | | finding things that you knew were always there and |
| everyday and tie it to a goals program. Review their | | | | now you're going to use them. You are unique and |
| behavioral goals right down to "dials" weekly - | | | | you are a leader! |
| compare "dials" goals to actual; contact goals to | | | | |