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Programming your sales success
In a previous blog, we spoke about the key ingredient of DISCIPLINE to achieve success in meeting an established goal.
As a practical example, I looked at a life experience to see if there were parallels to developing consistency in sales metrics and work ethic.
I was reminded of a much earlier age when I first signed up for a gym contract.
The motivated gym owner showed me around the facilities and the equipment and made sure that I understood the basics of how to use everything.
Next came the demonstration of how to perform the various exercises.
Finally, I was handed a card with a programme that was developed for first-time gym-goers. After the mandatory 12 weeks on programme #1, I was graduated to programme #2!
One thing, however, stood out; the fundamentals of the programme were really the same. There were about 3 exercises for each muscle group, a number of sets needed to be performed for each exercise and the number of repetitions of the exercise were to be performed for each set. Weight was also specified.
So the formula was established. SETS, REPS, WEIGHT, TIME.
Results would be demonstrated in terms of measurements in size, strength and endurance.
Unfortunately, I never really graduated beyond programme #3. The opinions of friends and acquaintances soon mixed up the DISCIPLINE of the programme. This, together with less commitment and tenacity meant that other priorities took over and messed with the results!
I recently saw a significant parallel in explaining the benefits of following a programme based activity metric to sales success.
You don’t always enjoy the immediate evidence of visible results when you follow a gym programme, but consistency in your approach will build you to a progressive realisation of your goals.
Set your financial goals and take note of your company-enforced targets.
Establish a programme of activity that will determine you reach those goals within the required timeframe. To do this must be able to establish your important measurements such as average sales value, time to close, opportunity to close ratio and calls to lead ratio. Set activity goals based on these criteria, such as how many appointments you need to build enough opportunities and how many calls per week you need to make to have enough appointments etc.
You will not see immediate results but with consistency over time, you will build a fundamental discipline that will drive you to success.
Dig deep, and go for it!
For more information on understanding your team’s success formula, contact Matrix Marketing or visit our website.
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Founded in 1988 Matrix Marketing was founded around a dining room table by Steve Trehair and two other smart gents who had a dream, a vision and a plan. 30+ Employees Our clan is mixed, passionate and driven. Some won’t leave; who would after being with the company for more than 25 years. Thousands of Users Thousands of clever, creative professionals in marketing and sales and pretty much any one in B2B who has a product/service to offer rely on our data and software to meet their targets and get to know their new customers. Product Explosion In the last 33 years, Matrix Marketing has grown both our user base and company size. The future is bright and we will continue to grow and provide great products! Law Abiding POPIA is our friend. We are POPIA compliant according to the 2 entities who completed our POPI compliant audits. Major industry sectors Matrix Marketing covers in excess of 550 Lines of Business / Industry types which have been classified into 21 Major Sectors (see iTAM Industry sector analysis). Data slicing & dicing Sort, slice/dice, and manipulate the data over 121 ways. You know what you’re looking for, we will make it happen. You’re a little “Upstairs” You only want to deal with the big companies. All JSE listed companies are available. Proven success Yield significant response rates and start conversations using the best B2B online platform and data, coupled with your creative content and the right target market. Updates Approximately 3500 calls are made each month to keep data fresh and accurate. All our records are date stamped. We Care Happy customers make us smile. We share our happiness with the Smile Foundation and contribute towards 6 life changing operations per year. Contact universe View 70 000 odd Companies researched within the last 24 months and 150 000 plus executives, owners and shareholders. Talk to these executives considered to be responsible for a significant portion of South Africa’s GDP. Direct Marketing Association of South Africa Members We’ve got some connections… My Mobile Business Intelligence App – MyMoBi Get your sales people prospecting on their phone! Brands/Products Matrix Marketing’s product tree holds MM Online Business Directory , SA Buyers Guide, iTAM , Matrix Connections and POPIFix. We’re an interesting bunch, with a passion to help sales people and sales teams reach their targets and prospect with confidence. We have so much more to share with you. Get in touch and let’s chat. 011 886 0494 info@matrixmarketing.co.za www.matrixmarketing.co.za The Matrix Marketing Team
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