Practical-empirical evidence supports my hypothesis.
I also predict that your stress level will return to normal
when;
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 then crash.
However, I possess a solution to avoid this outcome.
It involves assembling a To-Do List, Scorecard, Stat Sheet,
& 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 with the first item and continue
until completed.
Stat Scorecard
Add the following: L - Pr - C - $ - P .... at the bottom of
the To-Do List.
L = Leads
Pr = Presentations -- on the floor, on the road, on the phone.
C = Close
$ = Amount of Sale
P = Promotion -- follow ups by phone letter, email.
Under each, 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, and mailed letter, plus each
sale in dollars.
Stat Sheet
Create a spreadsheet with a column for each of the above 5
stats.
Each row corresponds to a week.
Then add 2 more columns for the following computations:
Total each of the 7 daily stat columns monthly, quarterly, and annually.
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Table of
Contents
Handbook Chapters
1 AV
Terms
2 AV Physics
3 Sound Reproduction
4 Video Reproduction
5 The AV System Sequence
6 The Room, Speaker, & TV
7 Acoustical Strategy - Small Room
8 Home Theater by Design
9 AV Sales Training
10 AV Business & Marketing
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