Focussing on the Task that Matters
The top 2% of sales people follow-up with 98% of their prospects. These same top 2% earn 80% of all available bonuses. Phone calls are the most personal way of following up, while hand-written notes are the most unique.
The following three divisons of tasks with your sales team to identify where you are and where you should be spending most of your time. Is it focused on the right activities? Are all these tasks assigned to people who really own them and excel and fulfilling them?
Prospecting for new business
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Telemarketing
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Mailing
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Networking
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Emailing
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Website promotion
Growing & Expanding the Business
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Follow-up
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Referrals
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New Ideas
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Maintaing Relationships
Non-Selling Activities
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Reports
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Proposals
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Administrative Work
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Thank yous
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General Paperwork