Archive for the ‘Wining’ Category

Looking to add to your bottom line next year? Look to your sales team

December 4, 2013

But not in the way that you are thinking about, ie just telling them to close more leads and to sell more, or better yet to work smarter.

When it comes to establishing high performance sales people and sales teams there are a number of things to make you think, but here are some numbers to open you mind:

  1. 48% of sales people never follow-up with a prospect (a.k.a. potential customer)
  2. 20% of sales people make a second contact call and stop
  3. 12% of sales people only make three contacts and stop
  4. 10% of sales people make more than three contacts
  5. 20% of your sales people delivery 80% of your sales results
  6. 55% of sales people should be doing something else
  7. 50% of the sales managers are too busy to train and develop their sales teams
  8. 5% Reduction in customer defection rate can increase profits from 25% to 80%
  9. Retaining customers is 7 to 10 times cheaper than acquiring new customers
  10. Average company loses 10% to 30% of its customers each year

So if you want to grow you bottom line, work with your sales team and help them be better to make you better.


New York State of Mind

August 7, 2011

The other day for my birthday my business partner treated me to the New York Yankees vs Chicago White Sox game. Needless to say it was a great evening and game Yankees won 18-7 weather was 72 and plenty of brats and beer.

I could not help to make a couple of observations about the difference between the two teams.

First the Yankees have created great star power, there is a mystic about them they play it to the nines.

Secondly, they show up to win, the hustle, run out every ground ball, and want to win. They are focused determined and have the look in their eye that they will win. They are on the field working out early, take ground balls practice like it is a real game and want to win.

Third, they play to the crowd, marketing, they make sure every kid gets a ball and play to their mystic.

Finally, they are winners, they expect to win and will win. While the Sox are the home team over 50% of the fans that night are there for the Yanks. That says a lot.