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.