During a discussion with me, he iterated that his own research found that salespeople and entrepreneurs that follow a sales system are 10 times as likely to be successful as those that don’ t. The reason why this is true may not be what you expect. It’ s also not the same exact reason for franchise success, though it’ s similar. The primary reason why salespeople following a system are 10 times as successful as those that don’ t is that they care enough to have a system to begin with. Let me explain.
The first step to success in sales is an iron-clad commitment that you’ re going to be successful. Anyone committed to a goal lays out a plan and follows a system to achieve that end whether it’ s weight loss, learning how to play the harmonica, or sales goals. The person who just“ kind of” wants to lose weight, thinks it“ might be nice” to play the harmonica, or is in sales because it“ pays the bills and gets them to the weekend,” isn’ t putting in extra time to plan out how they’ re going to actually make it happen. This is similar to the person who spends more time planning a vacation than their retirement. They simply aren’ t serious about the latter.
The good news is a sales system doesn’ t have to be a painstakingly detailed, step-by-step system that’ s required to run a franchise such as Subway or Starbucks. All that’ s required is that it leads to enough of the right activities resulting in enough contacts with enough qualified prospects, to make enough sales to hit weekly, monthly and annual sales goals.
The Necessary Ingredients for a Successful Sales System Ingredient # 1: A Plan
Your plan is the easy part of this process. It simply consists of your goals, your activity, and your plan to get the activity done.
The first thing you need to determine is your annual sales goal. Once you have your annual goal, break that down to monthly and weekly goals. Next, calculate your daily activity. In order to do that, begin by dividing your annual goal by the size of your average sale. That will give you the number of sales you have to make for the year. Now, based upon your closing ratio, figure out how many proposals you need to present. Calculate the number of prospects you need to get that number of proposals. And finally how many calls does it take to get that number of prospects? Once you have the total number of sales, proposals, prospects and calls, break those down to monthly, weekly and daily numbers for each.
Your last step is to plan your days and weeks based upon the number of calls you need to make while getting your other activities done. Whatever your numbers are, with 168 hours in a week, you should have more than enough time. An example of the business portion of a day in your week might look like the following: 7-8 a. m. paperwork and prep for the day, 8-10 a. m. prospecting phone calls, 10-noon in-person prospecting, noon-1 p. m. lunch, 1-3 p. m. appointments, 3-5 prospecting phone calls, 5 o’ clock paperwork.
Ingredient # 2: The Tools