Do you think sales is purely a numbers game? You’ve probably heard of sales teams or have been part of a sales team where they relate sales purely to the activities you do. But does the x number of activities automatically equate with sales?
Personally, I disagree that it’s purely just a numbers game. I think it’s a hybrid. If you have individuals going out there and just doing whatever they want regardless of what they do as long as they’re doing activities, you’re just going to get vanity numbers and results that don’t match up.
Work Smarter, Not Necessarily Harder
The biggest issue that I find with this concept of having salespeople doing activities and they’ll get results is that if you don’t have the focus on the right target, you’re not going to see results.
Know who you’re selling to. Know who you’re going after. You can’t just go out and get as many business cards as you can thinking you can put all those contacts into your email marketing system, send them emails, and they’re going to buy from you. Fatal mistake!
Take Your Shot on the Goal
As long as you take shots on goals and the more you take shots on goals, the more chances you have of scoring. In that situation, the number is a numbers game and you have to do stuff. But do stuff that’s going to produce results. You can’t just send people out and expect them to come back and bring in money when they’re not going after the right people.
What You Can Do as a Manager
Figure out even how to coach your sellers at least once a month, otherwise get someone else to come in and coach your sales team. There are lots of sales coaches out there. Maybe there’s someone in your team that can coach. Train them and get them to coach and help other sellers to get to the top performing level.
Effects of Not Properly Coaching Your Sales Team
Today’s Major Takeaway:
So is sales just a numbers game? Yes, but only if your sales teams know who to go after, if they know what to say, and if they have a proven process to generate results. Stay busy. Get out there. Pick up the phone. Talk to people. Utilize your network. Focus on the things that matter the most and that are the most effective to your business.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.