It has been a long time since I woke up at 7AM on a Saturday. This Saturday was a special one for me though. I was headed to listen to one of my favorite master sales trainer live at the National Achievers Congress.
Quick note for those who have never heard of NAC; it is an event that brings the world’s top experts in various fields to share their insights.
There were 10 inspiring speakers, split over 2 days. I was in such a luck that Tom Hopkins was the first speaker. I stayed to listen to 3 other speakers before calling it a day.
It was a very fruitful day for me. It was like a revision of things I already knew and learning new things.
However, my biggest takeaway from all these success icons was one word. SYSTEM. In fact, it was a much repeated word for the day. Everyone of them that was up on that stage, sharing how they got where they are, emphasized on having a system.
True, for every business to grow, it has to have a system in place. A business system is a process followed diligently to help you attain the desired results.
Let’s take this a notch down, going back to a sales professional. We are employees of a company who pays us commission or profit sharing. Our commission or profit sharing is directly affected by our sales for the month; our results.
In a nutshell, the end game is the same. RESULTS. Therefore, I would strongly suggest for you to implement a system, unique for yourself.
First step to creating a system is to ask yourself :
- what do you need?
- why do you need it?
After which, the system created could be as simple as creating a routine you can keep up with. I will share with you today my quick simple system.
- We all know by hard that prospecting is the key to the sales game. It is the beginning of the cycle. No prospecting, no leads, no closing. Simple. So, I allocate 3 hours every day to do prospecting at a routine time. I follow this arrangement to the tee that it is now, not just a system but a habit.
- I set a target of 3 appointments a week. I personally prefer an afternoon meeting. Unless it was requested by client to be a morning meeting, I avoid it at all cost. Reason being, I am not the most charming in the morning. So, ensure your system is something you can work with and make it work to your advantage.
- I keep track of every sales call I make. If your company does not have a CRM system in place, you can create a simple one using excel sheet. It helps when you do your follow up calls. Below is what I used to work with and again, you can design one to suit you.
- I also keep track of all my sales pipeline and deals. Just to ensure, I don’t miss following up on any agreements and of course, my commission. Hah! So again, if you don’t have a CRM system in place, create one. You can use the next sheet on the same excel book. That way you don’t have too many spreadsheet all over your computer.
So give it some thought. I hope you will create your own system that will get you to be better organized and close deals in less time.