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Anchor appointments can help you “gain” additional time in your day

Posted By Mike Leeds, Pro Sales Coaching, LLC, Friday, June 29, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 Anchor appointments can help you “gain” additional time in your day

Let’s face it – most of us aren’t making money while we are driving to and from sales meetings. In larger metropolitan areas especially, many sales people waste huge amounts of time in their cars (or using public transportation) and are seeing fewer customers or prospects.

I suggest dividing your sales territory into specific areas or quadrants, and scheduling specific days to be in those areas. When laying out your schedule in this format, you can target accounts you need to visit on a proactive basis. Yes, there are occasionally going to be those days when you have to drive from one end of the metro area to the other based on customer need; however, these occurrences can be dramatically reduced with effective planning. Start with setting up a primary appointment in the area (an anchor appointment) and build your schedule from there. Ultimately, this technique is most effective used when a sales professional can spend an entire day in a single office building or business park (and never need to move their car).

I have found that customers are very understanding when you share with them the day(s) you will be in their area. Of course, if it’s an emergency situation or a customer schedule issue – you make that work. Also, if you haven’t scheduled that particular day yet – this could be your anchor appointment.

The results are more productive time management (so you can focus on what’s important to you), higher quality appointments (since they’re planned and thought out), and a reduction of your expenses (like gas at $4/gallon).

 Have a Successful Sales Day!

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Professionalism  Relationships  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams  Time 

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Creating Awesome Customer Loyalty

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, June 1, 2016

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 

Creating Awesome Customer Loyalty

 

If you want to stay on top of your game, you need to know what your customers think of your company as well as the products and services that you provide.

 

Getting feedback from customers can help you understand future purchase potential, consider product or service enhancements, and help determine commission or bonus plans. Overall, when reviewing customer service levels, we find three major categories of customers:

 

·         Highly satisfied customers tend to tell many people about their experiences, make recommendations to others about the company, and usually return for future purchases.

 

·         Satisfied customers tend to tell a few others, but generally don't go out of their way to recommend the company, and may return for future purchases. However, other competitive offers may impact the amount of future business.

 

·         Dissatisfied customers tend to tell the largest number of people about their unsatisfactory experiences, will make recommendations to others that they buy from different companies, and most likely won't return for future purchases.

 

Strive for highly satisfied customers who perceive your service levels as excellent. This ultimately translates to customer loyalty. In a competitive marketplace, satisfactory is not good enough. You need to stand out, and be considered excellent in your field. This will help build a loyal customer base that will continue to purchase from you, and be extremely valuable in regards to referring you to others.

 

Activities to consider when creating customer loyalty:

 

·         Always exceed any commitment you make to a customer, be specific when discussing times/dates and be aware of your customer’s work hours/time zone.

 

·         Ask for feedback early in the process so you can resolve any issues before it becomes too late.

 

·         Create short surveys or feedback requests (5 questions maximum), and add space for specific comments. Scores are good, but customer comments will be more valuable to you.

 

 

 

·         Let customers know why you are looking for their feedback; consider sharing some of the results of your findings, and any changes you plan on making. Be appreciative of their time and feedback, and most importantly, make this an opportunity to once again thank them for their business. 

 

Activities to avoid when creating customer loyalty:

 

·         Don't over-survey your customers, but consider having a feedback link in your website to supplement input from your customers.

 

·         Don't bribe all of your customers with a gift for completing a survey. This could slant the results, and could look desperate. If there is a drawing for a single prize, make it public so people know it's legitimate.

 

·         Don't ask customers to submit their survey directly back to you. Consider an unbiased third party to collect the data for you. This helps your customers know your feedback request is both genuine and legitimate.

 

 

Asking for feedback is great; however, if you're not going to listen to what your customers have to say - don't ask. It's a waste of their time and yours. Be willing and prepared to implement changes in your business, and understand that inflexibility may lead to unsatisfied customers - and lost business potential. 

 

The goal of this topic is to help you keep your highly satisfied customers at that level, and move the other customers (satisfied and dissatisfied) up one level.

Tags:  Customer Service  Data Gathering  Increasing Sales  Loyalty  Networking  Relationships  Sales  Sales Activities  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Are you focused on “Base Hits?”

Posted By Mike Leeds, Pro Sales Coaching, LLC, Tuesday, March 29, 2016

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Are you focused on “Base Hits?”

Baseball Spring Training is winding down, and the season starts next week! This topic is inspired by baseball, and there are some great comparisons to the sales world.

Baseball coaches will consistently tell you that base hits win baseball games. Home runs are nice when then happen, and they look great on sports highlight shows. However, statistically speaking, they are much harder to hit. If you’re trying to hit a home run, you have a greater chance of striking out or hitting a fly ball to an outfielder. Part of this is mental, but physically the baseball swing also may be altered to hit the ball over the fence.

Base hits by comparison are much easier to obtain, and multiple base hits in an inning tend to result in runs being scored. Coaches refer to this as “putting the ball in play” (hitting line drive or ground ball). Fielders will also tell you that it’s harder to catch a line drive or ground ball then it is to catch a fly ball.

Converting this topic to sales has tremendous merit as well. Many smaller sales can equal a large sale. In my experience as a sales coach and sales manager, I have seen countless sales people struggle with this concept. They put “all their eggs in one basket” hoping for the “big one” to come through. If it does, they are rock stars. If not, they have nothing to show for their efforts. Concentrate on a balanced sales pipeline with all sizes of sales opportunities, but dominated by small and mid-sized opportunities. There are a lot more “base hit” sales opportunities out there, and the sales cycle may be considerably shorter than larger opportunities. Additionally, building loyalty with these customers may lead to additional sales over time (both large and small). Some larger sales develop as a result of several smaller sales. The “home run” sales will come (sometimes when you least expect them), but don’t count on them to “make or break” your sales year.

Have a great sales week!

Tags:  Increasing Sales  Networking  Relationships  Sales  Sales Activities  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales Opportunities  Sales People  Sales Professionals  Sales Prospecting  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Chunking Down Your Sales Quota

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, January 27, 2016

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Chunking Down Your Sales Quota

January is almost over, and December seems so far away.

There are two major areas of concern when looking at annual quotas and goals on a yearly basis. First, the number can seem impossibly large and unattainable. Second, the large number of months remaining can reduce the sense of urgency for immediate success. Please consider that as of next Monday, will still have 92% of 2016 to go.

Below are three simple ways to consider "chunking down" an annual sales target to improve short-term success.

1. The Football Technique. Divide your annual sales target into four quarters like a football game. For example, a $1,000,000 annual sales quota for 2016 translates into a quarterly sales goal of $250,000 by March 31.

2. The Baseball Technique. Divide your annual sales target into twelve "innings" (yes, a slight modification from baseball's nine innings). For example, a $1,000,000 annual sales quota for 2016 translates into a monthly sales quota of $83,334 per month.

3. The Year-Over-Year Technique. This method takes into account any seasonal impacts for your business, and directly compares a month of the current year with the same month last year. For example, we have a $1,000,000 annual sales quota for 2016. Last year’s sales results were $800,000. Specifically, last February’s sales results were $128,000 which was 16% of 2015 total sales. For 2016, we would assign February's sales quota at 16% of $1,000,000 which translates $160,000. This methodology is the repeated for each month going forward.

Using any of the above techniques, you can apply a quota shortfall from January, 2016 (if any) to the total months remaining, so you stay on track. Additionally, you can "over assign" these smaller sales quotas into less months, or assign a higher number to cover vacation and holiday times. This enhances your chances to blow through your sales quota, and maximize your sales commission earnings potential.

There are many other techniques available to calculate smaller sales quotas into shorter timeframes (including calculating to a weekly or daily basis). Facts to consider when establishing these "chunked down" numbers are the size of the average sales order, the length of the sales cycle, and the number of sales activities required to close a sales.

The next blog topic will offer tips for "chunking down" sales activities to ensure sales success.

Have a great sales week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Needs Analysis  Networking  Profes  Relationships  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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