Talking of Sales Systems and Sales Processes (or more
importantly, creating a high performing Sales Environment
that consistently delivers great results), here are the super
Sales System #1: Measurement, Reward And Celebration
Celebrating great sales performance is a critical part of a
high performing sales team environment. This is a list of
the Top 20 at Community Newspapers earlier this year.
Top Sales people love achievement and they love acknowledgement of that Achievement.
Achievers Love Winning.
Give them a chance to win.. then Celebrate those wins.
Success Breeds Success.
Reward and Acknowledge the Heroes in your Sales Culture.
Sales System #2: Measuring Results is Critical.
People want to know how they went. They want to know
how they performed against others in their peer group.
(Here is my daughters City to Surf result that was in the
newspaper. 48,000 people would have bought the paper
that day to check how they went..what their result was and
how they performed against everyone else.)
The problem is, research reported by Jason Jordan in
‘Cracking the Sales Management Code’ found that it’only thing 83% of companies ONLY measure.
BIG MISTAKE: As we have been saying for years and as
Jordan says in his research:
You also need to measure Sales Process and Sales Activities, not just Sales Results.
As the old Management Principle says: ‘What you Measure is what People Perform to…’
But it’s not the only thing to measure.
The Science of Neuro Linguistic Programming
introduced the principle – ‘Use the Right Process – get
the Right Result..’ – That’s where the second important
component comes in – the Client Brief – the Needs
If you are selling anything, but particularly HIGH PRICE,
WHITE COLLAR PROFESSIONAL SERVICES, you need to
systematise and practice a smooth, useful, professional
NEEDS DISCOVERY process.
We have developed many Client Brief/ Needs Discovery
Systems for clients. Here is one we developed for
How well developed and
documented and drilled is your Client Brief process?
If you’re just letting the Sales Team wing it, you can be guaranteed, it will be costing
P.S: Recharge Time – We All Need It
If you’re looking for a great place to re-charge the
batteries and recharge your relationship with someone
you care about, look no further than Chimes Spa Retreat
Catherine and I had a lovely few days down
there recently overlooking the valley’s of Denmark, enjoying
the massages, spa’s, steam room and hospitality of Kane
and Michelle Randall.
It really is heaven on earth down there. Check it out: www.chimes.com.au