Posted on May 5, 2022
How Action Statements, Tip Sheets and Case Studies Motivate Sales Team Members
Did you know that another necessity of effective general sales training, that as a consequence of research and actually experience, has been attributed to the effectiveness of action statements? Sales are made more productive with pre-planned motivations and plans. Many Fortune 500 companies’ sales forces subscribe to a pre-planned process including such steps as screening and qualifying prospects.
The action statement represents sound sales organization directives.Sales productivity training companies such as Sandler Sales Institute and Sales Rain round out the pieces in the preceding order by ensuring that both the human and the technical correctly execute actions. The following is a step by step approach to making an action statement and motivating sales personnel to invest their skills and energies to get desired results.
Step 1: Decide On A Promising and Ethereal Prospect
To begin thinking about and driving the motivated piece, you must sort out leads on the basis of observable characteristics such as who they are, knowledge, key contact names, key customer names or other tangible characteristics. For example, these conditions may be traits such as who is the best and most likely possible customer in that account?
Step 2: Prioritize the Prospect
Simply put, prioritize the prospects. You should create a chart of some sort that looks something like a virus type chart. In the top left column, titled: A/R, start looking at all the prospects possibly interested in your solutions, in order. Make an A list. Now in this columns left vertical column, write the prospect names from one greater than the you finished the A list, such a as the names I added above. Even all that small act of prioritizing the A list will make you far more productive and efficient.
Step 3: Plan and then Work Your Plan
When you have sufficiently prioritized Stone Flooring prospects, you’re ready to work your plan. In a simple way, as you work your plan, you’re sorting out each prospect, working through each item on the list, one by one. As you complete each step in your plan, you can see which prospects are now in the A group. Work your plan.
Step 4: Forecast Your Sales to the Top
Once you have completed the A/R plan and finished the rest of planning, “close or delegate it.” Or as you finish the process and determine your time allocation for each set of prospects, review the results. Now you have a target to help you maintain and increase the number of A prospects.
Step 5: Create a Structure
Every good plan makes WAY more sense with an actionable and focused action plan.
According to David Sandler, the actionable part consists of the compact, two or three page plans that make sure you accomplish the above. They’re more directed and workable than a marketing plan or an annual strategy. Yet, they can actually motivate your sales team to reach out and nurture prospects with more effective probing or qualifying calls, providing more specific case studies that validate an investment that was necessary.
Your action plan simply becomes a function to work in conjunction with your strategy as a system of tactics for evidence-backed statements that align with a well thought out plan. A well aligned action plan will, by itself, also keep any new prospect guessing game alive and saying your product.
Task Trends Picture your providers future demography. How many sales are advancing? Which prospects are we talking about at this specific point in time? What is the total pipeline (iniser children, customers in your pipeline, inquiries, interviews, proposals of any sort, referrals, etc)?
As you proceed with your action plan, use the picture above to use this information as a subtle or direct pathway to motivation. Now go forth and shoot!