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5 Commonly Overlooked Sales Tools

Posted by Tony Cole on Wed, Feb 13, 2019

In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.

They include:

  1. Effective Personal Goal Setting
  2. The Ideal Week
  3. Sales Process
  4. Huddles
  5. The Success Formula and the 10% Difference

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Do you have all the sales tools you need to succeed? If yes, then forget about this article and go to The Truth About Prospecting.  If you feel you don’t have the tools, or the tools you have are not getting you to your desired sales results, then read on.

I was first introduced to sales tools when I was recruited into the Life Insurance business by David Zimmerman. That tool was the One Card System developed by Al Granum of Northwestern Mutual Insurance. Al’s process of tracking and holding insurance agents to a formula for success is legendary in the Life Insurance industry and is the basis for most CRM strategies used today. Simply stated, Mr. Granum’s research identified that an agent needed 10 leads (suspects) to generate 3 prospects (who will participate in a full fact-finding meeting) to get 1 client.

Over the years, I have seen many variations of this but ultimately the objective is the same. Help a salesperson understand exactly what they need to do to hit their objectives. But this tool by itself is not nearly as effective as when combined with other tools.

Despite all the fuss with sales force automation, lead generation and pipeline management, we know the following to be true: 

  • 33% of the production team is responsible for over 90% of sales results
  • 67% of the team is responsible for less than 10% of the sales results
  • None of the 67% were hired NOT to succeed

So, what is the problem? Why the variance of performance when all these tools purchased and implemented were supposed to fix sales? Here are the 5 commonly overlooked tools that salespeople must use and sales managers must implement.

#1: Effective Personal Goal Setting- Too often companies establish goals for their sales people and then 3 months later the argument ensues about ‘whose goal it was’.  Goal setting must be a personal activity. This is what drives internal motivation and it is internal motivation that keeps your people focused on shareholder value. Spending a day with your people with a thought-out plan to help them focus on personal goals and a corresponding work plan is the bases for the other 4 tools. 

#2: The Ideal Week- We conduct a full-day session on helping companies drive internal motivation and eliminating the excuse of - “I don’t have time”. The reason salespeople don’t have time to do the required and necessary lead generation activity is because they don’t control their business. They sacrifice pleasing outcomes for pleasing behaviors. In other words, instead of sticking to their schedule and making calls at 10:00, they take the inbound customer service call.

#3: Sales Process- Our data shows that over 85% of elite sales people (only 7% of all sales people) use a milestone-centric sales process. The first step in the journey is to get a name, the last step in the journey is to get a decision. Everything else in the middle must be identified as a step and measured.

#4: Huddles- Think of huddles as a communication system that allows the user and manager to collect real time information so that real time feedback can be given, or realized, and real time coaching and instruction can take place.

#5: The Success Formula and The 10% Difference- This is simple math based on the theory of Mr. Granum but a little more granular. 

Topics: development of sales, predictable sales growth, sales motivation, no excuses, sales skill, sales acceleration, salespeople

Asking “Is It Over?” Can Lead to Greater Sales Success

Posted by Alex Cole on Wed, Feb 06, 2019

Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.

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As the quote says, “Those who cannot learn from history are doomed to repeat it.”

There is always something to be learned when it comes to a sale we have lost. One of the most distinguishing traits of successful salespeople is that they always learn from the mistakes they make in selling. And, generally speaking, they will not make the same mistake twice.

One of the mistakes that I observe salespeople making is they fail to ask what I have termed, “The Animal House” questions. Do you remember the 1978 movie, Animal House? Of course, you do- it’s a cinematic classic. Think of the scene near the end of the movie when the Delta fraternity members are being kicked out of school when Bluto says, “Great… 7 years of college down the drain. Over?!? Did you say it’s over?!?!  Nothing is over until we decide it is. Was it over when the Germans bombed Pearl Harbor?”

Now, while Bluto was just a little off in his recall of history, he DOES give us an excellent reminder that there are times when we need to simply ask our prospect, “Hey, is it over? Are we done here?”

Perhaps they’ve promised you some information and you still don’t have it. Perhaps they’ve promised to set up a meeting but it still hasn’t been set. Or maybe they’ve promised to make a decision and now we’re two weeks past that deadline and they’ve gone radio silent. Do yourself a favor- sell like Bluto. Muster up the courage to ask the Animal House questions, “Is it over? Are we done here?”

Find out, and if you are done, maintain control of your sales process and move on. Don’t let the rejection get in your way of pressing forward, learning from your mistakes and hunting for real qualified prospects.

Topics: sales skill, qualified leads, how to prospect, sales advice, sales acceleration, think it overs, salespeople, overcoming rejection

The Getting Introduced Methodology

Posted by Patrick Kollmeier on Mon, Nov 12, 2018

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From our 5 Keys to Coaching series: 

Are you asking for introductions from your current clients?

You'd be surprised by how many salespeople are not asking.

It is essential that you as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals? 

This will undoubtedly include utilizing LinkedIn, attending association meetings with the intent to meet the right target profile client, etc.  This action plan should include getting introductions from current clients. 

This is the #1 strategy that successful salespeople use to build their business.  The steps in this video show you how to coach your salespeople to gain introductions from their advocates.

 

 

 

Topics: effective sales coaching, sales skill, sales growth and inspiration, sales advice

Calling Audibles

Posted by Mark Trinkle on Wed, Jun 28, 2017

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A guest post by Mark Trinkle, President, Anthony Cole Training Group

An audible is a change in the offensive play called by the quarterback at the line of scrimmage.  Today, I thought of that in Chicago as my Uber driver made several deviations from her GPS directions in transporting me from Midway Airport into downtown.

As I rode along with the windows down on a beautiful and sunny day in the Windy City, my thoughts turned from sightseeing to salespeople…specifically, the need for salespeople to make changes on the fly, whether that be during the initial phone call, the first meeting or even at the time they present their solutions.

Anyone and everyone who has had any exposure to Anthony Cole Training Group knows we are completely sold on the importance of process.  We have table-pounding conviction (a tip of the hat to my good friend, Mike Iverson in Atlanta) around how important it is for a business driven around and by sales to have certain key processes in place in term of their sales infrastructure.  And, of course, we believe that sales training creates the most return on a client’s investment when the salespeople and sales managers are following a sales process where opportunities are moving through the funnel in a stage-based and milestone-centric manner.  We believe that firms who don’t have a consistent sales process (everyone following the same steps and using the same terms to describe stages in the sales process) but who implement such a process can often see a 15% to 20% increase in new business sales.

But, here is something worth remembering – life is complicated.  Ferris Bueller (can’t come to Chicago and not think of him) told us to slow down or we might miss something.  And the same is true with selling.  Sometimes you just need to slow down and do something unconventional.  Sometimes you need to do something that is even contrary to what your training has taught you to do.  Sometimes you just need to call an audible.

Let’s be clear – usually your training is going to be correct.  But, sometimes, you will need to remember that selling is both science and art…and the art part means you might need to listen to your heart and occasionally let that heart override your mind.  Of course, the best in the business know when to listen to their head and when to listen to their heart.  And if they get it wrong every so often, so what?  They get back up and keep going.

So, listen to your heart.  Sometimes you will need to call an audible.  Like now…forget the salad; there is a deep-dish pizza out there calling my name.

 DOWNLOAD FREE eBOOK -  Why is Qualifying So #%&@ Hard?

Topics: Selling Attitude, sales skill, sales growth and inspiration, calling an audible

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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