Death of a Salesman is a 1949 play by Arthur Miller and is considered a classic of American theater. Do you remember how the story begins? Willy Loman returns to his home in Brooklyn one night, exhausted from a failed sales trip. It’s the start of a downward spiral for poor Willy and if you recall it doesn’t have the happiest of endings.
Are there days in your Business when you wonder if you will ever make another sale? Do you sometimes feel that the selling process is a mystery with no rhyme or reason to the process? Are you and your sales team well liked and good at building relationships with your prospects? As we have come to learn, the sales process doesn’t have to hard and the results can be predicted when you have a system
I’d like to give you our “Top Ten” checklist where you can determine and rate the overall health of your sales effectiveness and performance. Rate each of the following questions on a scale of 1-10. 10’s are good and 1’s, not so much!
- We use scripts in all of our initial contacts with customers (phone, face to face, walk in, the internet, etc.) Score____
- We measure all of the variables of our sales process, including such things as the average number of appointments before the sale, the conversion rate (prospect to a client), sales cycle etc. Score____
- We have a proven, defined and written sales system. Score ____
- We provide our sales team with effective tools to help them to convert prospects more effectively (demonstrations, samples, etc.) Score____
- Our sales staff has regular, formal training on both product knowledge and sales skills. Score____
- We use the most current technology to track the sales team’s activity, such as appointments, prospect lists, etc. Score___
- We motivate our sales team effectively using time-tested motivational techniques. Score____
- We follow up with prospects that didn’t buy from us to find out why. Score____
- We have regular sales meetings. Score____
- Our sales team has a terrific relationship with all of the other departments. Score____
So how did you do?
If you scored
80-100 points, you could be seriously considered as the new lead in the play called “The Life of a Salesman”. 60-79 points, you are in the running for the part.
40-59 points, you need to spend a little more time on your scripts and refining your style.
Less than 40 points, it’s time to turn off the TV, take some classes in the evening and get up early to start writing the scripts for the parts of your sales system. It’s time to tell the world you mean Business! Start a plan today to put some “life into your salesman” and give yourself the chance to score 100 points.