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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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Chunking Down Your Sales Activities

Posted By Mike Leeds, Pro Sales Coaching, LLC, Thursday, February 4, 2016

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

Chunking Down Your Sales Activities

As with exceeding sales quotas, there are two majors areas of concern when looking at annual sales activities needed to exceed quotas on an annual 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.

When walking, I have different routes that range from 1.5 - 3 miles. I know these routes well, and can gauge at any point how far I've walked, how much further I have to go and how much time it will take. This gives me a sense of accomplishment, and helps me reach my target. On a shorter route that requires several laps to equal a mile, the sense of accomplishment can be even more immediate. It's very easy to say "just 1 more" and really stretch the target.

As mentioned before, when looking at annual sales activities that are needed to drive annual sales results, the number can seem overwhelming. For instance, it may be necessary to make 1,000 new contact attempts in a calendar year to assist with achieving a sales quota. Good things will happen to your sales results if you attempt 1,000 new quality contacts over the course of a year. 1,000 contacts sounds like a lot; however, chunking it down equates to only 4 new contacts per sales day. This is based on 250 work days, and is a very attainable number. This method works well if you can discipline yourself to achieve the daily activity, and will lead to 20 contacts per week. If some days are more challenging than others during the week for calls, you can spread the 20 contacts in different amounts for each day over the course of the week. The important item in this topic is to make sure you hit your daily target, and not wait until Friday to accomplish a week's worth of contacts. (The activity may not be completed or not completed at the quality level that is needed.)

After you calculate your "chunked down" sales activity target, consider the methods below to assist you with improved short-term success. These methods can be used on a weekly basis, but daily is highly recommended if your schedule permits.

1. Stroke Tally. Use a whiteboard, spreadsheet, or simple pad of paper that is visible and accessible in your work space to track you success. You can track contact attempts, people reached or both.

2. Marbles or Pebbles. This method involves moving items from one container to another container to track success as each activity is completed. Colorful marbles or pebbles in some sort of festive container that is visible and accessible in your work space can help keep you motivated. 

3. Playing Cards or Flash Cards. For this method, you use cards to create a "count-down" of activities that need to be accomplished. A suit within a deck of playing cards gives you up to 13 (starting with the King as 13 and working downward through the suit to an Ace as a 1). Punch a hole in the upper corner of the cards, and connect with a key ring or loop. Starting with the King (or whatever your highest activity number is), you can flip the cards over through the Ace to get to a blank card (which I recommend customizing to celebrate your accomplishment). Keep the key ring/loop with the cards on a hook in your work space so they are always visible and accessible to help motivate you.

With any of these methods, your co-workers or teammates can also see your progress, celebrate your success, and help keep you on track. Using your imagination, there may be other methods you can develop to track your sales activities. The bottom line is to keep yourself motivated to attain daily/weekly targets - so whatever works best for you!

As with sales quotas, you can "over assign" the activity numbers. Rounding up, or using higher numbers will help you compensate for vacation and holiday times. The results of "chunking it down" will enhance your opportunity to blow through your sales quota, and maximize your sales commission earnings potential.

Have a great sales week!

Tags:  Accountability  Customer Service  Data Gathering  Increasing Sales  Networking  Sales  Sales Activities  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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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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