Leading the Sales Team to Victory
by john chapin
While one could argue that there are many factors determining sales success or failure , I find that 99 % of the time , success or failure really comes down to one item . If you have this one item in place , success is virtually guaranteed . If you don ’ t , failure is virtually guaranteed .
The Key Success Factor and How to Ensure it Exists and Thrives in Your Sales Plan
We all know you need the basics : product knowledge , the ability to get in the door of qualified prospects , get attention , solve problems , get agreement , answer objections , present , close , and follow through , among other things . We also know that your primary job is to produce … to sell . Other equally relevant truths that relate more closely to the key success factor are : o Sales is a numbers game ; the more people you talk to the more business you ’ ll do . o The harder you work , the luckier you get . o The more calls you make , the faster you figure it out . o And , production cures all that ails you , or , as my dad used to say , “ You could be in the middle of your worst sales slump ever … down , depressed , and hopeless and yet , if you simply found an order on the ground , one you had absolutely nothing to do with closing , but it was a good order that counted toward your quota , you ’ d instantly be back on top of the world .”
All of that said , the one item that determines success or failure more than anything else is your activity level . Specifically , making the calls necessary to make the contacts , get the qualified prospects , and make sales necessary to exceed your quota .
Every time I ’ ve seen someone fail in sales , it ’ s because they didn ’ t make enough calls to talk to enough qualified prospects . Every time . While I suppose there could be some other factor for failure , it would be the miniscule exception . 100 % of the time in my experience , I ’ ve been able to tie failure back to a lack of activity . Here are some rules to follow to ensure you have the proper amount of activity in your sales day .
One-Stop Shopping
We ’ re the quote you could come up against , so why not join us ?
GUARD
Comp • Businessowner ’ s • Auto • UmbrellaPlus
� �
Workers ’ Compensation insurance nationwide for a company ’ s employees . Businessowner ’ s Policy for Total Insured Property Values up to $ 12.5 million ( up to $ 25 million upon request ) – now available in over half the U . S .
� Commercial Umbrella for added protection .
� A newly enhanced Commercial Auto product ( gradually being introduced in our BizGUARD states ).
Competitive Pricing • Coverage Extensions • Excellent Commission • Easy Submission Process • Superior Customer Service • New Complementary Lines in Select Jurisdictions !
Visit www . guard . com for product availability in specific states .
Berkshire Hathaway
GUARD
Insurance Companies
Go to www . guard . com / apply
26 KANSAS INSURANCE AGENT & BROKER | November - December 2016 |