11

The Most Important Skill – Selling

2

Sales Professionals

• Question: How many of you are sales professionals?

3

Challenges of Maintaining Sales Momentum

► Always selling – customer, staff, financial backers

► Easy to take eye off the ball

► Excuses – unconscious fear

► Work will expand to fill time

► No magic solution

► Sales and delivery together

4

Two Key Tools

• During our remaining time today, we will focus on two key tools for all levels of business:

►Setting Sales Activity Floors►Thin-Slicing Time

5

Setting Sales Activity Floors and Goals

• Set floors and goals – no ceilings!

To your potential – and beyond!

Sales Activity Floor

Goals

6

Thin-Slicing Time

• Why is it important?► Maximizes your productivity► Teaches you to juggle more things

• How to do it?► Set sales activity goals and floors► Plan ahead for calls for the next day► Carry call list and phone with you everywhere► Drive as many as you can► Use the “million dollar reward” strategy

7

Thin-Slicing Time

8

Sales Activity Assignment

• Sales Activity Assignment for Everyone

• 1. Set floors for the following activities:► Dials► Conversations► Meetings► Proposals► Closes

2. Meet or exceed your floors!

9

Dials (floor___, goal ___) Conversations Meetings Proposals Closes

7-8 √

8-9

9-10 √ √ √ √ √ √ √

10-11 √ √ √ √ √ √ √ √ √

11-12 √ √ √

12-1 √ √ √ √ √ √ √

1-2 √

2-3 √ √ √ √ √ √ √

3-4

4-5

5-6

6-7

7-8

8-9

Total 28 5 2 0 0

Sales Activity Tick List

10

Discussion

• Between now and the first teleconference, what are your floors for . . .?► Dials► Conversations► Meetings► Proposals► Closes

11

Advanced Sales Activity Assignment

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

12

Dials

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %

80 76 105 72% 80 86 105 82% 162 210 77%Category

Dials

August 31, 2008 September 7, 2008 Two Week Total

13

Conversations

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %

15 12 22 55% 15 17 22 77% 29 44 66%Category

Conversations

August 31, 2008 September 7, 2008 Two Week Total

14

Meetings

Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:

Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%

Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%

7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2

Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%

September 7, 2008

Logo AddsContest Totals

Conversations

CategoryTwo Week Total

Network MeetingsPartnership Meetings

August 31, 2008

Meetings

Dials

Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %

6 4 9 44% 6 8 9 89% 12 18 67%Category

Meetings

August 31, 2008 September 7, 2008 Two Week Total

15

Looking Forward

What’s Next?

Knowing Where You Stand: Defining the Game• Establishing vital systems and monitors to understand the state of your business•  • Getting Down to Business: Selling & Essential Daily Activity• Setting up effective disciplines, intentional networking, and negotiating deals•  • Building Relationships• Creating your vision, developing and leveraging your network

• Marketing Tools• Developing your brand and mastering marketing tools•  • Systemizing Your Activity for Growth• Anticipating and getting around roadblocks; understanding your business and its sales cycles•  • Leading Your Business, Leading Your World• Building a culture, getting work done through others, and getting the most from what you have

16

Ongoing Support and Involvement

• Monthly Teleconferences• Weekly E-Tips• Assignments• Contests• Break Room

► Panel of Experts► Growth Coach Forum**

• Special Offerings

**INTRODUCTORY CONTEST

Participate in the Online Community. Any participant who makes a substantive posting to the Break Room by midnight on Sunday receives a free, electronic

copy of my book, Beyond Time Management: Business With a Purpose.