Dec10
Increase Sales Activity The Right Way
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under how to increase sales activity, increase sales activity, strategies to increase sales activity
Strategies On How To Increase Sales Activity
Too many sales reps and managers embark on a campaign to increase sales activity only to find that actual sales performance has declined. Let me explain why this happens and how to increase sales activity the right way.
Increase Sales Activity – The Wrong Way
It’s logical to think that if you increase sales activity, you’ll enjoy an increase in actual sales but that “logic” has a few problems. More appointments don’t always equate to more sales. In fact, if you increase sales activity the wrong way, actual sales performance will decrease. Allow me to explain.
Never increase sales activity without carefully monitoring your Close Rate. The Close Rate keeps all other numbers related to increasing sales activity in perspective. All to often, when you increase sales activity, you also increase the number of appointments with unqualified prospects. If you are spending your time with unqualified prospects, your Close Rate decreases and the same happens to your sales performance. To understand how to properly increase sales activity, carefully monitor your Close Rate.
Increase Sales Activity – The Right Way
There are two factors you must consider in any plan to increase sales activity. The first is Motivation and the second is Skills. Increasing sales activity is especially important when selling in a recession.
VIDEO CLIP FROM A PROGRAM THAT IMPROVES SALES SKILLS…
LEARN MORE ABOUT THESE SALES SKILLS
Using Sales Skills To Increase Sales Activity
A program designed to increase sales activity must start with a program to improve sales prospecting skills. Nothing is gained by working harder at things that aren’t working. However, when you increase sales activity by employing new prospecting skills, everything changes for the better. The power is in powerful selling skills.
Here is an example on how to increase sales activity with improved sales prospecting skills. I’ve seen too many sales reps bang the phones to tell people about their new product, features or prices. That doesn’t work and that’s no way to increase sales activity. All you get is a lot of motion and poor results.
By using improved sales prospecting skills, you’ll properly increase sales activity by selling ‘Benefits”. No one has time to hear about your new product, features or prices. Increase sales activity by SELLING THE HOLE AND NOT THE DRILL!
I run my own business and I’m always looking for new ways to increase sales activity in a way that also increases my actual sales. My sales staff never contacts a VP of Sales to tell them about new sales training programs. Instead, they contact those VPs to discuss increasing sales by 20% in the next 45 days. Now that’s the right way to increase sales activity! This is how I develop my Major Account Sales Strategies.
Using Motivation To Increase Sales Activity
In this economy, it’s easy for some salespeople to hit a wall and simply stop trying. They need to snap out of it before it’s too late. I understand you want to increase sales activity, but there’s nothing motivating about doing the same old things, over and over again, only to get pitiful results. Once again, “improved prospecting skills” comes to the rescue.
When salespeople capture improved sales prospecting skills, they get excited and motivated to put those new prospecting skills to good use. Sales training always generated an increase in sales activity. I’m not saying you need to hire an expensive motivational sales training consultant. You can increase sales activity with a $99.00 sales training CD that is focused on improved sales prospecting skills. Don’t forget to follow the sales process with every new prospect.
When you launch your campaign to increase sales activity, here are the strategies to increase sales activity I’d like you to remember. I cover these in my advanced sales training.
Monitor Your Close Rate
Capture New Sales Prospecting Skills
Generate Renewed Motivation
I hope you now have a better understanding of how to increase sales activity.
My best to you and your efforts to increase sales activity!
Nick Moreno
National Sales Center
FREE – Sales Prospecting Advice
ARTICLES OF INTEREST
Major Account Sales Strategies – Part I
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