We talked about the difference between active listening a passive listening. The experiment helped with active listening. We them let them go back to their desks, with all of their software and tools and activities, and tried to see if they were more productive. Not so, but going forward, there would be cold calling and prospecting “times”. That would be a big improvement.
The net was having the team understand that the business needed one more opportunity per week per Rep and as a “team” we would all work towards that. Cold calling was not easy, but still effective.
Looking at this type of cold calling by the numbers is a striking exercise. Business owners often fail to realize that it is NOT a numbers game, it is PRODUCTIVITY GAME (free “gifts of Knowledge”). By having not just a financial, but a personal interest viewpoint to your salespeople, you can help coach them to seeing the positive results to approaching their cold calling like it helps improve the own business! That doing it by the numbers they are in fact, helping to re-engineer the businesses’ success and be a very critical part of that. They are sales reps and they are financial-expert employees and they are business engineers!
Putting success quotients into your cold calling sales team is easy + productive + profitable + fun!
- At one more OPP per week per rep it would be 4 per month.
- Factoring in calendaring and holidays…, it would produce 30 more OPPs a year per Rep.
- With a team of four; it could produce 120 total new OPPS.
- At an ASP of $50,000, that is $6M in new business.
- At a closing rate of 20%, that is $1.2M in new revenue.
- Since, the business will spend no more to generate this, as it already pays the SG&A, which is $1.2M in margin!
That’s $1.2M in profit by just being a better manager!
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.