Ed's AV Handbook.com
Home Theater & High Fidelity Stereo Audio

Chapter Nine
AV Sales Training

Page 3

Batting practice for the audio/video pro and a primer for the novice 

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Implement the Plan
          Take your game plan to the floor or street.  Then prepare to assess its results, and adjust your plan with prescribed adjustments 

Assess & Adjust
          Assess your results and then implement tactical and strategic adjustments.  Begin by assembling a score book that tracks where you have been, where you are, and predicts where you are going.   This requires more than a scoreboard of sales totals.  I therefore offer the following experiment to justify the effort.  
          Let's confiscate your drivers license for a period of two weeks.
 In addition, disconnect your car's gas gauge, speedometer, and c
over up all mirrors for the same period.  Then take your keys and drive off.  Given these actions -- I predict the following changes in your behavior.
  1. You will develop a keen ability to spot black and white vehicles.
  2. You will become quite inventive in methods of gauging your speed.
  3. You will make more frequent stops at neighborhood gas stations.
  4. Your stress level will rise.
          Practical empirical evidence should suggest that my hypothesis is correct.  I also predict that once the license is returned, the mirrors are uncovered, and the gauges reconnected, your stress level will return to normal.
Regrettably too many in sales suffer from a similar state of affairs.  They lack the license or credibility to sell.  They blindly navigate the sales floor.  They do not know where they have been or where they are going.  Eventually as stress levels soar they run out of gas, cash, and crash.  
          However, I possess a solution to avoid this outcome.  It involves creating a 'To Do List',
a 'Scorecard', a 'Stat Sheet', and a 'Sales Dashboard'.

To Do List
Prepare a daily ‘To Do List’ that includes:
   a. People to call.
   b. Projects to address.
Prioritize the list.  Begin your day with the first item and continue until it is completed.
Add new projects to the list as the day progresses.  Use the list as a scratch pad for names
and phone numbers.

Stat Scorecard
At the bottom of the 'To do List' add the following:
L, Pr, C, $, P
L    = Leads)
= Presentations -
on the floor, on the road, or phone
 = Close

   = Sale

 = Promotion - Follow up
s by phone, letter, email

nder each heading keep a daily count (with a simple pencil mark) of each lead you find, each presentation you make, each close, each follow up phone call, email, or letter mailed, plus each sale in dollars.

Stat Sheet
Create a page for each of the 5 stats.  Compute the total for each stat page.  In addition compute and add the following:
   1. Batting Average = # of Closes / the # of Pres
   2. Dollars per close = Total Sales / the # of Closes
Total each of the now 7 stats weekly, monthly, quarterly, and annually.

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Ed's AV Handbook.com
Batting Practice for the AV Pro and a Primer for the Novice.
Copyright 2007 Txu1-598-288   Revised 2018