Monday, January 23, 2012
Sales Appointment Planning
By Alan Gray
This is arguably the hardest thing you will ask a salesperson to do, the part of the job they really hate. They normally have a planning day to make appointments, follow up quotes and catch up with any paper work.
The appointment making is the part where they come unstuck. You normally have the sales manager demanding X number of appointments per week as we all know all sales departments play the numbers games. The more people you call, the more appointments you make, the more quotes you will do, the more orders you will get. That part is only common sense. However by working smarter in marketing imagine you come into work on a morning and your inbox is full of requests from people who actually wanted to see you, your appointment planning becomes a lot easier.
Just to re-emphasize that point Let me run the following past you
You are a Sales manager and you request each of your sales team members to do 16 appointments per week. Now the Salesperson will know of 5 or 6 companies that they need to see in that week so they will ring up, hopefully get in touch with the person they need to see and make the appointment. They will do this to all six companies and if they are really lucky, make 6 appointments. General rule is they will make four and two call backs on the companies they could not appoint. You now have an experienced Sales person who still has 12 appointments to make and no idea where they will come from. So what do they do, they start cold calling, hoping beyond hope that they will manage to find 12 potentials with a need for their product and the budget to buy it. Desperation sets in because they want to keep you happy with the 16 calls you have targeted them to make. They will practically beg customers to let them visit even though they do not have an application or budget. The result is your Salespeople turn into talking brochure and they end up wasting both their time and the customers. Let me ask you a question. Do you know how much it cost's to send a sales person on a visit? Multiply that figure by the number of appointments that are potentially talking brochure calls and multiply that by 38 weeks, you'll be horrified at the wasted cost
To put a Sales person on the road we will use the figure of £100,000. This includes Salary, car, hotels, fuel and support staff. (Please enter your own figure)
If we use 38 weeks this will account for holidays, sales meetings and training
So 16 appointments per week X 38 weeks equals 608 appointments per year
The cost to put a sales person on the road in our example we have used £100,000
So the average cost per sales visit is £164.47
If in our example you are doing 12 calls per week that are none value added i.e. talking brochure you could be wasting
12 X 38 X £164.47 = £74,998.32
That's why you need first class marketing. I was once told "If you are bad at marketing you have to have a damned good sales team"
Alan Gray sales consultant [http://www.issmarketing.com]
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How To Be Happy With Yourself Everyday
How To Be Happy With Yourself Everyday
By Grace Rivera
Want to know how to be happy with yourself? Want to know what principles happy people cling on to? Here's a peek to some of the secrets to being happy with who you are day in and out. With hope, the following should change your perspective in life and improve your disposition. Lastly, it should help you embrace yourself and be one of the happy few who succeed in life.
Here are some tips on how to be happy:
Loosen up and find time for leisure. Your crazy work life and domestic responsibilities may kill your free time completely but that should never be the case. You don't need an hour to pamper yourself to some quick leisure activities. Take a fifteen-minute break every three hours of solid chair-wrecking session with your laptop and treat yourself to a sweet and warm mug of chocolate or cappuccino. Go out for a breather and take in some fresh air or watch the sun folds its glorious rays before your very eyes.
Surround yourself with things that delight you. If you are a girl, surround yourself with beautiful things such as flowers or plants, pretty furniture or work desk fillers, funny photos, inspiring quotes, etc. If you are a guy, you might find action toy figures, family picture, car posters or photos of gadgets fascinating. Whatever it is that lights a flicker of smile in your heart, whether it's something you have or don't have practical use of, put it where you frequent. These things shall remind you of your aspirations and experiences and stir in you a sense of joy that can only be found in simple things.
Lose yourself from time to time. Do crazy things once in a while and make yourself as goofy as possible. The ability to enjoy life is sometimes reflected on how mighty you can laugh at yourself. Don't be afraid to see and unleash your freak. Take your inhibitions away, have fun, and get to know yourself in every light. This is a good exercise if you really want to know how to be happy with yourself. After all, being comfortable with yourself means knowing yourself fully well.
Accept everything you are. No one else will. It is okay to have flaws and there's nothing wrong with being imperfect. Sure there are things you wish you could be or have but that doesn't nullify all the other good qualities you have. And if you will take time to notice, you find that not all bad things about you are thorns in the flesh. Sometime, they can be your saving grace, too.
Set aside time for self-talk. No, you don't do it in public or when you're in your cubicle. Like scheduling an appointment with your dentist, this self-talk should be done in private, when you are alone and not rushing. What do you do in a self-talk therapy session? Well, it's basically an exercise where you let your thoughts and feelings out by talking. You can get a mirror if you are more visual but often times just focusing on yourself talk will suffice. Talk as if you are the only person alive. It's good for the soul and spirit, but never ever try doing it out in public or others may think you're crazy.
Make other people happy. You can start by doing kind things for others or saying some really encouraging or inspiring. You may show up and show your support if a significant one is undergoing a life-changing event in her life or a crisis. Or you may literally crack a joke or witty remark over lunch or during a boring meeting. Whatever could make someone happy, do it as long as you are capable. The more happiness you give, the more you receive.
All in all, how to be happy with yourself takes effort. For some it comes out naturally but in some cases, you really have to work on it. Thankfully, there are ways. You have just been given the key to lasting happiness, use it well.
Discover the easy ways on how to be happy today. Visit us at www.motivateyourself.org to find out how.
Article Source: http://EzineArticles.com/?expert=Grace_Rivera
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