THE SALES FORCE PLAYBOOK

RECOMMENED READING

Book Recommendation:    If you only read one book in 2011, make it The Talent Code by Daniel Coyle.  This book will tell you the 3 key ingredients required for talent to develop and gives you example after example where it has happened.  These 3 key ingredients are the secret for you to develop sales talent in your organization.  

Great Article:   Two great thought leaders are Chip and Dan Heath.  Their book Switch is one of my all-time favorites.  Check out this great article they wrote (Passion Provokes Action) in a recent edition of Fast Company.  I love the last line in the article, "it takes emotion to bring knowlege to a boil."  After you read the article, ask yourself, "when I talk to prospects, am I focusing on stastitics or passion?" 

 

REFERRALS - TIP #4

Every salesperson wants to grow their business through referrals and introductions.  The challenge is that most do not have a plan to make this happen.  A well thought out, well executed Referral Action Plan (R.A.P.) is the key to success in this area.

Here is Tip #4 to making your R.A.P. a reality:  Now that you have set a goal for the number of introductions you want to receive in 2011, you have made your list of Centers of Influence (COIs) and you know the profile of the prospects you want to meet, it is time to schedule meetings with your COIs.

This step is just like contacting prospects.  You must have a list that includes columns for (1) names of your COIS, (2) phone numbers or e-mail addresses, (3) when you attempted to contact them, (4) when you actual met with them and (5) the results.  In other words you must keep track of your activity.

There are times when this process will go great.  There are other times that you will be frustrated.  But you must persist because the rewards are so great.

Please do not worried about being perfect about what you say when you schedule the appointment to ask for their help.  Do not be worried about being perfect when you have the actual appointment. The key is getting in front of people and asking for their help in introducing you to potential prospects.

Create your activity list and be on the lookout for Tip #5.

 

REFERRALS - TIP #3

Every salesperson wants to grow their business through referrals and introductions.  The challenge is that most do not have a plan to make this happen.  A well thought out, well executed Referral Action Plan (R.A.P.) is the key to success in this area.

Here is Tip #3 to making your R.A.P. a reality:  Now that you have set a goal for the number of introductions you want to receive in 2011 and you have made your list of Centers of Influence (COIs), you need to know the ideal prospects you want to meet.

Don't assume your COIs know the characteristics of your ideal prospect.  In order for them to introduce you to those type of prospects, you must be very specific when communicating to them. What are the key characteristics?  Examples might include, number of employees, location, type of industry, revenue, ownership structure and ownership involvement.  Maybe you have already put together a Top 20 list of prospects by name. 

Make sure you know what your are looking for and be on the lookout for Tip #4.

 

REFERRALS - TIP #2

Every salesperson wants to grow their business through referrals and introductions.  The challenge is that most do not have a plan to make this happen.  A well thought out, well executed Referral Action Plan (R.A.P.) is the key to success in this area.

Here is Tip #2 to making your R.A.P. a reality:  Now that you have set a goal for the number of introductions you want to receive in 2011, you need to make a list of the the Centers of Influence (COIs) that you will approach for these introductions.

Divide this list into 3 groups; current COIs, COIs you need to develop and Big Kahunas.

Current COIs are those key people who are already your advocate and have been a source of referrals and introductions.

COIs that you need to develop include people that you know and have some relationship with but have not yet reached the point that they are a source of referrals.

Big Kahunas are people that, if they became your advocate, would rock your world because they are so well connected or so well known.  You may, or may not, have a relationship with these people.

Start making your list and be on the lookout for Tip #3.

 

CREATING A COMPANY VISION

You must check out Ari Weinzweig's article, Creating a Company Vision, in the February edition of INC. Magazine.

Weinzweig submits that this should not be a long, drawn-out exercise.  I love that he breaks down the visioning process into "Eight Steps To A Vision of Greatness."

REFERRALS - TIP #1

Every salesperson wants to grow their business through referrals and introductions.  The challenge is that most do not have a plan to make this happen.  A well thought out, well executed Referral Action Plan (R.A.P.) is the key to success in this area.

Here is Tip #1 to making your R.A.P. a reality:  Set goals for the number of introductions you want to receive in 2011.  Without a goal, how will you know if you were successful?  Imagine the impact to your business if you were to receive 50, 100 or 150 quality introductions this year.

What is your number?

 

RESURRECTING ANTHONY

My good friends, Tony and Linda Cole, have written an emotionally inspired book about their experiences with their son Anthony. Resurrecting Anthony is a most read book by all.  This story of determination and courage will serve as a roadmap for all of us to be better in everything we do.

KICKING OFF THE NEW YEAR IN SALES

What is Your RAP?:    As we kick off a New Year, most salespeople want to get out of the cold calling business and develop opportunities through referrals and introductions.  While this is certainly a great thought, most salespeople do not take the time to develop a plan to make this happen.  As you kick off 2011, have you developed a Referral Action Plan (R.A.P.)?  A well thought out and well executed R.A.P. can change your practice forever.  How much effort have you put into your R.A.P.?  

Great Article:   Too often we fall in love with the products and services we sell.  We need to make sure we look at our offerings through the eyes of our prospects and customers.  Check out this great article (The Felt Need) from Chip and Dan Heath in a recent edition of Fast Company.  After you read the article, ask yourself, "am I selling vitamins or asprin?" 

Quote:    "There is no "I" in team, but you will find "us" in success."

                                                    Harvey Mackay

 

SALES EXCELLENCE

I am a huge college football fan and absolutely loved the recent game between Boise St. and Virginia Tech.  Both teams showed great determination on the field, but it was Boise St. who came out victorious.  

I think there are some great lessons that sales organizations can learn from the Boise St. football program:

1. They have a system and find players to fit the system.  They don't recruit "all stars" unless they will fit within the system.
2. They train and coach their players to compete at the highest levels.  It is often said that the Boise St. coaches are some of the best in the country.
3. They always have a great game plan.  No matter what type of team they are playing, Boise St. is able to devise a game plan that seems to be perfect for defeating their opponent.
4. They win even though their players are not the biggest, strongest or most talented.
5. They are innovators.  They develop schemes and plays that give them an advantage when they face bigger or more talented teams.
6. They execute their game plan.  It is one thing to devise a game plan, it is another to masterfully execute that plan.
7. They never give up.  Some of their victories have been remarkable come from behind victories that have stunned the opposing teams.

How does your sales team stack up?

• Do you recruit the right salespeople for your system?
• Do you have a "best in class" training and coaching system?
• Do you do great pre-call planing to make sure your game plan is right for every prospect?
• Do you win even though your salespeople are not the most experienced?
• Do you constantly look for new ways your salespeople can be successful?
• Do your salespeople execute their sales plan?
• Do your salespeople fight until the very end, always looking for ways to make the sale?

Congrats to Boise St. for their continued excellence!  Here is to your continued sales excellence!

TIME OUT

As I was driving the other day, I saw a sight that just perplexed me. A women was out for her run that day, but was having a conversation on her cell phone, while she was running!

Now I can understand if a person needed to "carry" their cell phone while running in case of an emergency.  But this women obviously was not in the middle of a crisis or an emergency.  Can't she just take time out for a run before she deals with other things in her life?

Salespeople are guilty of the same type of behavior.  They do not take time out to plan for future success. They try to plan at the same time they are in the middle of other projects.  Unfortunately, that lack of focus leads to poor planning and many times, poor results.

It is critical that you take time out for planning.  As you do your annual planning, make sure you get out of the office to a place that you will not be interrupted and where you can have creative thoughts. Put together those life/work plans that will result in your greatest year ever.

Make sure you take at least a half-day every quarter to review your progress and make plans and commitments for the next 90 days. Depending on the velocity of your business, you may need to set aside time to do the same thing on a monthly basis.

Every week you need to set aside time to look back at your prior week for the things you accomplished and the things you did not accomplish. Then take a look at the upcoming week to make sure you are laser-beemed focus on your success.  Make sure you are focusing on the "big rocks" and also make sure you schedule time in your calendar for prospecting.

Take time out to work on your business, not just in your business!