My last newsletter mailing of the year is for owners, executives, managers, and leaders of sales teams. Here are the approaches you can implement in 2022 to create systematic, organic, predictable sales growth. These will seem annoyingly simple to you, and that’s because they are. But I would bet my own money that your sales would grow if your people did more of these things.
Help your sales and customer service teams call customers and prospects when nothing is wrong. When there is no problem. Because almost nobody does this. This complicated technique is called “the proactive phone call.” It is the simplest, fastest-acting approach to sales growth.
Infuse accountability. Count the calls. Sorry, but this part is important. People only do what they believe is important to leadership.
Track efforts, not sales dollars. We know what the averages are (for example, 20% of did you know questions close; two out of three customers and prospects will return your voicemail or text message when you follow my scripting). This is why all that matters is your team’s behavior, which they have direct control over. So track (count) behaviors not dollars.
Recognize successes regularly. This allows people to quickly see that their outreach is generating significant results. It also increases buy-in.
Deal with people’s fear of the phone. Fear is the strongest emotion – far stronger than your request to make proactive calls. If you don’t deal with it — as I do in every single project I engage in with clients — people won’t have the confidence and boldness to do this work, even if they would like to. Their fear will stop them.
If you would like help or support with any of these areas, please don’t hesitate to contact me. My direct line is 847-459-6322. Feel free to simply reply to this email as well. This is what I do in the world. I’ve written five books about it (the last three, published in 2018, 2020, and 2021 are WSJ bestsellers). My clients average 15-30% annual sales growth. Some add 40-50%. I would welcome a discussion with you about your organization.
Thank you for your trust, support, friendship and business this year. My family and I wish you a Merry Christmas and a joyous holiday season.