No magic dust, not to sell your soul to the devil (even though it can sometimes feel that you have), a few basic practices are applied consistently. Track - Review - Intensity - Persistence - Benefits - Run.

RAIL: It is amazing, the number of sales people do not know how they spend their distribution break down. You ask: “What is the duration of your sales cycle?” Most “depends”. He arrived at the point where, if we are, in a workshop that we give them a coupon for the product Depend. Ask yourself what their closing ratio based on the number of proposals, as many opportunities they need to be well acquainted with the lead to a proposal, as many people still have a go first that in a (real terms) perspective, the answer is usually ‘hang’. OK, “depends on what?” They know what they say? “Depends!”

If you do not follow your activities, the conversion rates for the use of time and resources, how can you know how you do? What can you change or improve them.

A recent participating in a workshop told us that one of the practices, we are not working. Now, we want to help, we asked that the report has been obtained, he said he does not know, and we asked: “How do compare the results were still not?” He knew not that it was not only does not cover what he was doing, but I did not follow what he has done. It turned out that his company’s turnover was followed, and it was a distant mostly on his team. In this case, it was clear that he could not do much, which says its results, but it has had since its monitoring elements of the sale, we could specific aspects and action plans in place to help him.

The Leaders in every profession track, what they do. Some representatives said, it is time consuming, is not. Tracking the basic elements mentioned above, or a handful of others, “the best five minutes a day, a small investment for success.

Review: Well, it was very difficult to verify if you have no track, but there are many things that can be studied for the improvement and strengthening.

The mark of the success of professional athletes, the lawyer, or to finance their quest for continuous improvement, grow and develop, how many times have you ever heard of an athlete, she was “revising the band playing? Experts conduct a regular review of its aims, objectives, changes in the environment and their activities.

At regular intervals, do you want your account plans, activities of the conversion rate, in fact, all the things that can affect your success throughout the sales cycle. This should not be a laborious process, but only an effective way to improve the efficiency of the car. One of the best selling points of people I know passing through a checklist after each meeting, it has three small points, and then things that made him well, and three things he could have better. Its goal is to ensure that the things he has “done well”, the list are those who have gone to the “wrong” in the list of the last meeting. He insists that, because he sells some intangible, the only thing that makes a difference is the way in which he sells not what it sells.

Intensity: Like it or not, is one of distribution of sport, if you are not ready to “do” and in the most intense way, we can also stay in the office, the file a few brochures! Too many people have a passive approach to the distribution, or worse, their faith in the “relationship” While we have talked about the notion of blowing on “relationships”, too many people are on the sales side soft of turnover.

Give me a representative of a passion for what they do, every day, over one who spends more power to streamline the functioning anaemic or a pipeline. The energy, propulsion and the emphasis in a consistent results are an integral part.

Persistence: with intensity, persistence is a practice vary. You must stay with him, and you maintain your intensity. As we have already discussed in the past, more reps, sales rise from certain situations, much too early, particularly through the funnel, so early in the prospecting and sales. The challenge is to know when and stay with him, if you are using step backwards. Some follow everything that is not just a set of resources and energy, but also leads to be desired, because they did not obtain all that we do. Others focus on little things that make oil and anaemic results. The key is to know what they are doing, and what not. With a good process for managing their funnel and a systematic approach to their turnover by their specific metric, they can take control of their results of their actions.

Lever: Anything you can! There are so many opportunities for employees to gain advantages on the market, but simply walk away. They do not reflect the leverage of tools, relationships, references and processes, colleagues, leaders, and above all, learning and knowledge. Many go on the day of the situation with regard to the way they have increasingly, instead of the use of the many resources at their disposal to win theirs. In part because it too time in a reactive mode, which reduced its capacity to plan, or even be aware of this situation, all the things that they may capitalize on the turnover of forward. It is difficult to say if, after a while, people who are simply in terms of saving energy or desire, and that the turnover begin hourly wage of the job. With others, it may be the fact that they are beginning to believe that advertise their own capabilities and curbing the search for alternative income opportunities.

Execute: Just Do It! Most of the time the cause of the small number of unfinished goals or just a lack of action. Nothing more, nothing less. You have the skills that they have the tools they the only support they will or a lack of motivation or whatever, it is increasingly clear that make them alone. Sometimes it’s a matter of time, and you just need to run the time spent (wasted), the resource is not significant on activities. Sometimes it is, by a lack of training, either for the reasons mentioned above, some animators hit a plateau and really see no reason to do better, and some people live with a higher base salary.

The good news is that for those who are their qualifications, knowledge, tools and resources, so that more money in the turnover is quite simple, is not easy, but more than feasible. I am not surprised when I hear that one of the main income groups in most of the teams win the turnover up to two times more than the average rep in the same company, and in conformity with the 80/20 rule, three times, that what is happening Some on their team.