Forgive me, for I am about to rant a bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? When we are given a lead, this is a warm lead and hence needs to be addressed immediately. There is no other way. Period.
Can you see revenue? Can you see profits? Seriously – regardless of what job you do – you must be able to be able to specifically and absolutely trace what you do to the client saying “yes” and signing a deal. This is the true essence of building a Sales Culture and creating amazing virtual teams.
If you have a great RPi, your network and your virtual team grows and grows. Another way to think of this is: Your relationships are “platform neutral.”
How strong are your business relationships? Do your business relationships extend beyond the sales transactions you complete every day? If you changed careers would you ever hear from those people in your database again? The real question is this: Do you have RP – Relationship Portability?
I see examples of effective virtual teams and sales cultures everywhere I go. I see a lot of examples, but still not enough to think that the sales culture practices are commonplace and clearly understood by sales organizations. When the sales professionals thoroughly understand what they have to do and know how to engage people, the organizational managers say, “Yes, go to work and be on the team.” No distractions on competing priorities are presented by different levels of functional bosses.
Richard is a consulting psychologist and is highly regarded in his field – and after our conversation, I am again reminded why. We were talking about networking and how that is truly the lifeblood of how business moves. Richard asked me if I knew “the 5 most important words of networking”? The answer is simple. Get out your pen and get ready…
I am exhausted! I have heard enough excuses this past week why people are not closing deals! I think that the time of year makes sales reps and some sales professionals a bit crazy, and this year is not an exception! We are all in the mode to work to do everything we can to get the deals closed and invoiced. So, here is the deal: Do you want to close more deals? Do you want to raise your close ratio and your profit ratio? Then get it right the first time!
