Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

followupcalls7.     80% of sales need at least 5 follow-up calls after a meeting

As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.

For Salespeople
PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to the call or meeting, you don’t have to ‘chase’ prospects with phone calls. When CAN they close the sale? What are the obstacles? How are you discussing those obstacles? ASK more questions and don’t try to talk them into the sale, but rather use these opportunities to discuss objections and options to overcome them. The biggest take away here is to expect to make more follow up calls than you have been making so that you aren’t cultivating resentment and resistance on your side of the call, but rather an appreciation for the prospect’s buying process and working within that.

 For Sales Managers

For this to happen, you need to PLAN to follow up on their follow up calls and plan on teaching them how to do this…and to manage their thinking about follow up and how many calls it takes to get the sale. Sometimes they need instruction, sometimes they need encouragement, sometimes they just need a push – know your team and their pitfalls regarding follow up calls so that you can manage to their resistance or experience. And BE the example for them to follow and share your successes when you have tenaciously followed up and got the sale so that you can create believers in them.

 

oxo,

Jody

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High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale.  All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close ratio and average sale. It indicates how much every opportunity is worth to each salesperson based on what they do with it, and how well the store is doing. Since it’s a number that measures more than one thing, I have often worked with retailers to lean one way and develop a strategy toward either improving close ratio OR average sale.

Recently, I was working on a seminar for Furniture Row and thinking about this statistic close ration einstein again, and asked myself “Are there actions that improve both close ratio and average sale that would definitely increase performance index?” And yes, there are three: Sketch the room, make appointments to close, use financing for purchases.

As sales leaders, you want to direct your teams to the actions that will get the highest impact AND, since you can’t watch and focus on everything, you and your team members need to reliably and consistently execute the actions that get the biggest return. These do that. Take a look at your team and YOUR actions to direct these three actions and dial up the visibility and accountability.

And if you need help with this, call me. 877-663-9663.

Now, go help your team to sell something.

oxo,

Jody

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What do we really think about “Just Browsers”?

For showroom sales professionals, everywhere

 In a recent coaching call I was startled by the simple articulation of how one of the salespeople/designers viewed people who say that they are “Just browsing” and those people she’s been unable to connect with: “I think they are killing time and wasting mine.” Wow. I asked her to explain more about this…and it was more about her perspective, which unknown to her, was furthering her inability to connect with browseincoming customers.

Consider this: what do you think it takes for someone to get dressed, get in their car, and come to your showroom….instead of staying on the sofa, warm and maybe a pet or two on their lap, on their computer shopping for furniture? Do you really think that anyone would physically shop for furniture unless they absolutely had to?

How we SEE the customer isn’t about them…it’s about US. Our perspective of the customer says more about us than it does about them since WE made it up! If you want better connections with people, change YOUR mind about them and be engaging, inquisitive, helpful, friendly. When customers cross the threshold, their job ends and your job begins.

And if you are STILL struggling with your perspective or actions, call me. We can work this out.

 

Now, go sell something,

oxo,

Jody

Jody Smiling Photo copy