How To Triple Your Sales Productivity -Sales Team Management Tips

How To Triple Your Sales Productivity -Sales Team Management Tips

How To Triple Your Sales Productivity -Sales Team Management Tips

How To Triple Your Sales Productivity -Sales Team Management Tips

There’s a hidden weight dragging down the bottom line of every business.

We see it every day. Studies reveal 92% of companies have ineffective, incomplete, or non-existent sales process. Or worse, sales processes that their salespeople don’t follow. The need for understanding your sales process is more important when years are tough because it forces us to become smarter and more efficient about how we market and sell our products and services.

Follow these important steps to improve your sales productivity:

1. Know Where You Are.

“People respect what you inspect.” Chet Holmes cleverly said. This is a very simple concept and yet you’d be shocked at how many companies have little understanding of their true numbers. Here’s a case study to show you the power of understanding your data:

We had a client with a sales floor full of salespeople. We built a tracker that would post how many cold calls each person had made every two hours. In one week this simple act of posting the number of calls for each salesperson tripled the amount of cold calls the team was making. It created a natural competitiveness that was also fun. 

Keep in mind that it’s important that your organization’s performance be monitored. Tracking metrics, setting benchmarks for improvement and evaluating them regularly makes it easier to boost moral and adjust to reach your goals.

If you’d like some assistance from our 30 year learning curve of diagnosing businesses we’ve put together a gift for you to identify where you are and find hidden pockets of money. Take advantage of our Ultimate Sales Machine Opportunity Assessment here.

2. Have a well-defined sales process.

Every sales trainer on the planet will give you steps to the sale. We at Chet Holmes International train companies on the 7 Steps to the Sale as taught in our flagship New York Times Best Seller “The Ultimate Sales Machine” which explains these 7 steps:

  1. Establish rapport (trust and respect)
  2. Find need
  3. Build value
  4. Create desire
  5. Overcome objections
  6. Close sale
  7. Follow up

Do you have each step to the sales process thought through with scripts? Ebooks? Memes? Infographics? PLEASE NOTE: Most companies put all their time and energy focused on the back end, the last two steps of the sale.

HOWEVER, studies of the best sales people indicated they actually flip the pyramid upside down and spend majority of their time establishing rapport. Once they do that, the close of the sale becomes much easier.

If you haven’t looked at your steps to the sale in a while, we recommend going back to the basics to get your foundation as strong as possible for the next 12 months to take flight.

3. Choose a Superstar Team

Research reports 3 out of 4 salespeople are ineffective. Twenty percent barely make the grade meaning only 6% of sales reps could be considered sales superstars. Do you have sales superstars? Watch this video to see if you’ve hired the right team and how to attract more top producers. Typically in a group of 10 sales people its very common to have just two superstars producing 80% of the revenue while the other 8 produce 20%. What if you had only superstars? Imagine how quickly you could double your sales. 

In Summary

Building a highly productive sales machine isn’t about doing 4,000 things. It’s more about doing 12 things 4,000 times. Use these 3 important tips to guide you in your approach to running your own highly efficient sales team.

Take Action

When was the last time you did an opportunity assessment of your business? Are you clear on how many sales appointments you have a day on average? What percentage turns into a sale? How many days it takes to do so? Majority of business owners miss the critical fundamentals of their business and therefore leave money on the table.

For the last 30 years we have been using CHI’s proprietary Business Opportunity Assessment, as a powerful diagnostic tool that examines every system in your business to find gaps of hidden opportunity. Until now, it was only available as part of our $36,000 consulting package. However, as a special promotion, we’re now making it available separately in a self-guided format for just $49. CEOs who have gone through the Opportunity Assessment tell us that it truly opened their eyes to what is really happening in their business.

The diagnostic tool contains sets of incisive questions to draw out information you probably haven’t considered. But be warned. You might find some of the questions challenging or uncomfortable. This is by design. Breakthroughs come when you’re out of your comfort zone.

But you won’t be alone. If you need help, you can schedule a no-obligation complimentary consultation to ask questions. You’re guaranteed to uncover untapped profit opportunities hidden in plain sight within your business. You are also sure to unmask problem areas you need to shore up. Honestly, at $49 this is a no-brainer.

If you go through the CHI Opportunity Assessment and don’t feel you received 100x the value, I INSIST you reach out to us for an immediate refund. That’s how sure I am this will help you.

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It’s not all about you.

Seventy-three percent of consumers want ads to tell them a unique story rather than trying to  pitch them on a product or service.

And yet most marketing and sales efforts are focused on me me me. 

The problem is that goes against the vast majority of human behavior.

This is the power of Education based marketing.

LET’S DO AN EXERCISE

Ask yourself: am I educating my prospect’s with something of value? Or am I just talking about myself?

The first place you can start is finding out, what keeps your prospect up at night. What are their worries?

HINT: It could have NOTHING to do with your product. 

It could be their health.

It could be their family.

It could be their staff.

It could be the activities that are stealing away their time, money, and energy.

Write 3-5 things now.

Once you’ve identified your list of things that keep your prospect up at night, now write your own headline (Stadium Pitch) that would speak to that prospect’s pain point.

Examples:

     -The 5 Biggest Mistakes You Didn’t Know About that Are Costing You X….

     -The Single Most Important Issue Companies Like You Are Facing that’s Putting Them Out of Business…

For a real life example of this, watch our Case Study: how one company increased their appointment setting by 550% using education based marketing. We walk through their scripts, their emails, their messaging. 

How this one topic dramatically increased sales, boosted company morale, and created raving fans amongst their customers which turned into positive customer reviews online. Click here to learn more.

Today’s consumers are jaded so how do you get past these barriers.

Take yourself out of the equation. 

People react to 2 main emotions: 

  1. Pain 
  2. Pleasure. 

If you want to get someone’s attention remind them of their pain.

Then give them a way to move from pain and towards pleasure. 

Which marketing pitch is more effective? 

  • “Let us show you how to improve your web and social media presence”

or 

  • “I would like to show you the top five critical mistakes that most companies make when creating social media sites no matter who you choose to work with  you need to know these things”

Why does this approach work with today’s consumers?

Education based marketing builds  long-term relationships with your clients because they don’t perceive it as a sales pitch,instead you are educating them and focusing on their wants and needs in the same way you yourself would like to be treated.

Education based marketing is more cost-effective, hard-hitting, and has a stronger emotional and tangible appeal.

Ask yourself: what can I give of value to my prospect’s that 1. identifies their pain, and 2. brings them a solution.

If you’d like more guidance on how to incorporate this into your marketing and sales approach we’d recommend getting the Case Study of how this company increased their appointment setting by 550%! Click the button below:

 

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The Biggest Time Wasters for CEOs

The Biggest Time Wasters for CEOs

The Biggest Time Wasters for CEOs

The Biggest Time Wasters for CEOs

Did you know that, on average, CEOs spend 62.5 hours a week doing work-related activities. However, studies revealed that 80% of CEOs’ time is devoted to business and management practices that only account for 20% of the company’s long-term value.

As an entrepreneur or a business owner, your most powerful resource is your time. To avoid wasting this valuable resource that you have, you need to eliminate these biggest time wasters for CEOs:

 

Unnecessary Meetings. Meetings are an essential part of the decision-making process for the business to move forward. However, 56 million ineffective meetings happen every single day in the United States alone. With that said, how do you want your time table valuable without risking attending unnecessary meetings?

BEST CASE SCENARIO: A highly effective organization has meetings where all the staff are responsible and bring the CEO the agenda of topics to be covered. All the CEO is responsible for is to bring their discernment capabilities.

WHAT MOST COMPANIES DO: The CEO comes to every meeting thinking they need to solve all issues, they need to choose the direction, they need to come up with all the ideas. When the CEO feels the need to lead every initiative the company will stay small. In that case, you are underutilizing your staff. And managing your meetings ineffectively. Don’t you want a  more interactive team in your company?

First step: STOP GOT A MINUTE MEETINGS. If someone comes to you and says, “hey, gotta minute?” Then a got a minute meeting breaks out and all the time that is supposed to be spent proactively working turns into reactive to the needs of your staff. Be clear and intentional about the time you spend with your team. Give them a place where they can list off all the topics you need to cover in your weekly meeting and discuss the list THEN.

Helpful Tip: Having a clear agenda communicated to all can turn a one-hour meeting into a 15-20-minute meeting. Make the agenda’s clear before every meeting.

Unnecessary Emails: Email can be the death of good time management. Studies show that just re-reading emails without taking action on them has the equivalent of wasting AN ENTIRE WEEK worth of vacation time. The first step to mastering your time is the “Touch it Once” Rule. If you touch it, take action. You can simply reply to the email stating that it is too much information in one email and to bring it up at your weekly meeting.

CRUCIAL TIP: To avoid excess time wasted on email, always make sure you and your staff are trained to make the subject line of every email very clear to cover the topic that is in the email. If the subject in the email goes from talking about one topic like accounting, then it shifts to the latest refund request. Typically people will forget to change the subject line when the subject matter of an email changes.

Then SO MUCH TIME is wasted trying to go back through your emails to find that topic if the subject line wasn’t changed. Don’t drown your self in reading emails that can make your day less productive.

Helpful Tip: Turn off your email notifications right now. Studies have shown that when your attention is side tracked your brain goes from fully focused to a much smaller capacity causing you to operate as if you had the equivolent of 4hours of sleep. So every time you get pinged with a notification it is taking away your brain capacity to focus on the task at hand. Your productivity significantly decreases when your attention is sidetracked with a message.

Setting standards on email best practices is essential when managing a team. Additionally, it is equally important to have specific times when you must train your team to follow your best practices. So that everyone is highly productive in their day, avoiding the “Notification Syndrome” that throws off your focus. Instead, allot two 30-60 minute times in your scheduled day where you can focus on your email responses.

 

IT interruptions (System Intrusion). Research has revealed to us the second biggest worry for CEOs this year is actually cybersecurity.  This was somewhat surprising to us. Nonetheless, we have become a society that depends upon technology. When properly handled, technology within an organization can create an exponential efficiency no competitor can match. Hence, we see companies less than five years old selling for eight and nine figures because the power of technology today is infinite.

However, when misused, tragedy can strike with loss of data or cyber-attacks cause Goliaths to fall. On a smaller scale in day-to-day operations, system intrusion or system failure increases the completion time of tasks, leading to delays on projects. This is a subset of interruption at work that is caused by technology. This can either be a system property issue that arises when the system you’re utilizing for work completion has features that fit poorly with the task you’re doing. Or deficiency in system resources such as breakdowns or glitches caused by upgrades or failed upgrades.

Nowadays, any CEO, business, or company has become reliant on technology. It becomes a great tool to help you accomplish your business goals when done correctly.

 

In Conclusion

Being a CEO is an all-consuming role. There is always more to do. There are always more decisions to make. The cliché that 24 hours is not enough is indeed true for you. Eliminating those mentioned above, the most significant time wasters can help you free up some time. A time you may use to do other important business or personal activities. Nobody can buy four more hours in a day; what you can do for your time to make it more effective is to delegate tasks and responsibilities. More so, you can set a timetable plan for your activities.

 

Take Action

Let go of the time wasters that run down your clock. Be more productive and focus on what matters the most. We want that for you.

If you want to become more organized about your time and increase your company’s sales, let’s talk! Schedule a no-obligation 7 minute breakthrough call where we focus on one key area to grow your company today! Pick your time here:

 

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Choosing the Gifts for your Dream Buyers

Choosing the Gifts for your Dream Buyers

Choosing the Gifts for your Dream Buyers

Choosing the Gifts for your Dream Buyers

Studies reveal that 63% of companies have credited better customer/client relationships to giving gifts in order to stand out. Aside from building loyalty with your current client, gifts can be a tremendous marketing tool as well.

Choosing the perfect gifts for your prospective clients may not only breed brand awareness but may lead to customer loyalty to your business as well.

Once you have finally made the well-curated list of the Dream people you want to work with, your next goal is to get a hold of these people.

Chet Holmes, one of greatest, if not America’s greatest sales and marketing expert, had found that one of the best ways to get noticed by your Dream Buyers is to send them small gifts every two weeks.

The Gift Should not be Expensive.

You may want to consider many gift ideas for your Dream Buyers. Whatever those are, you keep them inexpensive. You do not want your future clients to see your gifts as a bribe. Expensive gifts may come off like you are trying to bribe them.

Remember that not all of them merit expensive gifts or tokens. Some businessmen and executives will see lavish gifts with discomfort.

There will always be those clients who will not let you buy them anything expensive as a token of your appreciation, not even if they are paying you millions.

Even Holmes once had a $1,000 pen thank-you gift sent back to him by one of his clients. Gifts can be as simple as a Rubik’s cube. It is an inexpensive plastic puzzle that you can buy almost anywhere.

Helpful Tip. Choose simple gifts over expensive gifts. Prospects smile at the gesture and not at the price value of your gifts.

The Gifts Should Be Useful.

Another key to choosing the right gift for your Dream Buyer is that the gifts should be useful, things that they will want to keep or play with – or take home to a child.

You want to make your gifts useful so the prospect will keep them. You do not want your gifts to land in the wastebasket, do you?

If you send them a fake $100 bill keychain, it is likely to go right in the garbage. But if you send them a penlight, a tape measure, or even a squirt gun, the executives are likely to put it in their drawer and hang on to it.

In a 2014 study commissioned by ASI, the top three most popular gifts companies give their prospects/clients are food and beverages (53%), desk accessories (35%), and writing instruments (31%). Calendars, drinkware, and gift cards also made it on the list.

In his book The Ultimate Sales Machine, Chet Holmes shared a story about an incident when a salesperson in a trade show he organized gave him a light pen as a thank-you gift. He put it in his jacket pocket, thinking he would give it to his kids later. That was the day of the 1989 San Francisco earthquake.

He was sitting in his office when an earthquake struck. When the shaking stopped, Holmes and some of his staff headed to the emergency exit, descending 13 stories in a concrete-encased, windowless stairwell. The emergency lights were not working, and the stairwell was pitch-black. They were feeling their way along the walls trying to find the next landing or set of stairs. He suddenly remembered the flashlight in his pocket.

He pulled it out and clicked it on. He had never forgotten the faces that lighted up in the total blackness.

The point of the story is that you never know when your gift will come in handy. Useful gifts like the one exemplified in the narrative above can make your client think of you often. Are you wondering what happened to the salesperson in the story?

After the incident, Chet Holmes used that salesperson every time for all his incentive needs.

Helpful Guide. Here’s a quick list of great gift ideas. Prices may vary due to inflation.

  • Magnifying glass, 100 for $60
  • Calculator, 120 for $200
  • Miniature tool kit, 120 for $120
  • Paddleball, 120 for $50
  • Glider, 1,000 for $70
  • Rubik’s Cube, 120 for $40
  • Metal whistle, 120 for $100
  • Plastic dinosaur, 100 for $26

The Gifts Should be Personal, Not Promotional. 

68% of gifts that companies are giving out have their logo imprinted on them. Do not be part of that percentage. If you’re sending gifts that contain your business name or logo, it is not a gift- it is a marketing piece.

While surveys show that 24% of gift-giving generated a lead or sale and 27% resulted in referral, your gifts should be personal, not promotional. Choose gifts that reflect your clients’ passions, hobbies, or lives. If a client loves wine, a wine opener is a great option.

If one of your prospects plays golf, a divot tool or ball marker would be a perfect gift idea. Personalizing your gifts is a no-fail idea. You may engrave their names on the gifts you are sending them. The personal touches that you put on every gift is a great way to create a lasting impression.

If you want to incorporate your brand into your gifts, do it in a very non-intrusive way. You can do this by choosing a color or design that matches your brand. It is a subtle approach to still raise brand visibility without making it the main focus of your present.

Helpful Quote.

If you are giving a meaningless gift, then you better have your logo on it. That way, whoever pulls it from the garbage will know who it was from.”
– John Ruhlin, Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Client Retention. 

In Summary

The goal of sending your Dream Buyer gifts is for you to stand out. “Gifts keep you at the top of clients’ minds year-round,” says John Hall, Forbes contributor.

Continuously sending gifts to your prospective clients increases brand awareness, builds trust, and develops customer relationships.

Gifts can be a deal maker or deal-breaker. It can either have a positive or negative impact on your prospective clients’ opinion of your brand.

We aim to focus on the former and avoid the latter. And even if you do not make a sale or acquire a new client, your effort will still raise brand awareness. Choose thoughtful gifts over expensive gifts. Remember, it’s the thought that counts.

Want to learn all of the tactics, scripts and worksheets to make your Dream Buyer Strategy a success? Get the full course now and get on your path to potentially doubling your sales with the biggest most loyal buyers your company could ask for. 

 

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