IN YOUR FACE—FOR BIG RESULTS
IN YOUR FACE—FOR BIG RESULTS
There are many reasons why salespeople don't get enough face-to-face time with their customers and prospects. The constant stream of emails, voicemails, podcasts, blogs, television, and other media that customers are bombarded with daily makes them harder to reach. Companies may discourage travel due to high fuel prices. And of course salespeople often avoid prospecting because of its high rejection rates and the tension it generates.
What's a seller to do when these factors lure him into performing selling tasks that don't generate revenue? Great salespeople commit to being in your face! If a salesperson can add just 90 minutes a day of face-to- face selling and prospecting to the average 90 minutes already spent on that, they can literally double their business.
The number one tool to help salespeople get more face-to-face selling time is for companies to enroll them in Sales Traffic School, which groups sales activities into three colors, like a traffic light.
First, salespeople must STOP doing unnecessary (RED) tasks during prime selling time. Emailing friends, surfing the web, answering unknown calls, chilling out at StarBucks, etc. waste time and leech away revenue.
Secondly, great CAUTION must be used when performing necessary (YELLOW) tasks during prime selling time. YELLOW tasks are activities like checking email and voicemail, completing paperwork, goal- setting, filling out expense reports, and performing all other administrative tasks. These duties must be completed, but not at the expense of High-Impact (GREEN) tasks. YELLOW tasks should be performed as efficiently as possible. For instance, completing all your paperwork at one time toward the end of the day, checking your email only twice a day as opposed to every hour, completing your expenses on the weekend, and utilizing an organizational or database system are all ways one can become more efficient.
The third and most important key is to always GO full speed ahead and perform High-Impact (GREEN) tasks each and every day. High-Impact (GREEN) tasks ONLY include selling and strategic prospecting that is done face-to-face or on the telephone. These activities directly impact your sales results and top line revenue. These tasks are GREEN because they are close to the money! Get in their Face for more sales, income and fun!
IN YOUR FACE FOR BIG RESULTS - To learn more about this author, visit George Ludwig's Website.
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The single biggest factor contributing to an organization's lackluster sales performance in today's tough economy is its salespeople not getting enough face-to-face time with prospects and customers. According to Proudfoot Consulting's 2003 worldwide study of work behaviors relating to salesforce effectiveness, the average seller spends at least three- fourths of their time performing tasks that do not directly affect their bottom line, such as doing paperwork, resolving customer service issues, traveling, etc. That means only a mere 90 minutes per day is devoted to actually selling and prospecting.
There are many reasons why salespeople don't get enough face-to-face time with their customers and prospects. The constant stream of emails, voicemails, podcasts, blogs, television, and other media that customers are bombarded with daily makes them harder to reach. Companies may discourage travel due to high fuel prices. And of course salespeople often avoid prospecting because of its high rejection rates and the tension it generates.
What's a seller to do when these factors lure him into performing selling tasks that don't generate revenue? Great salespeople commit to being in your face! If a salesperson can add just 90 minutes a day of face-to- face selling and prospecting to the average 90 minutes already spent on that, they can literally double their business.
The number one tool to help salespeople get more face-to-face selling time is for companies to enroll them in Sales Traffic School, which groups sales activities into three colors, like a traffic light.
First, salespeople must STOP doing unnecessary (RED) tasks during prime selling time. Emailing friends, surfing the web, answering unknown calls, chilling out at StarBucks, etc. waste time and leech away revenue.
Secondly, great CAUTION must be used when performing necessary (YELLOW) tasks during prime selling time. YELLOW tasks are activities like checking email and voicemail, completing paperwork, goal- setting, filling out expense reports, and performing all other administrative tasks. These duties must be completed, but not at the expense of High-Impact (GREEN) tasks. YELLOW tasks should be performed as efficiently as possible. For instance, completing all your paperwork at one time toward the end of the day, checking your email only twice a day as opposed to every hour, completing your expenses on the weekend, and utilizing an organizational or database system are all ways one can become more efficient.
The third and most important key is to always GO full speed ahead and perform High-Impact (GREEN) tasks each and every day. High-Impact (GREEN) tasks ONLY include selling and strategic prospecting that is done face-to-face or on the telephone. These activities directly impact your sales results and top line revenue. These tasks are GREEN because they are close to the money! Get in their Face for more sales, income and fun!
IN YOUR FACE FOR BIG RESULTS - To learn more about this author, visit George Ludwig's Website.
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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