Increase the quality, not only the quantity, of your sales calls; make fewer calls to get more orders, not visa versa.
Use the following five steps to set MeasureMax in motion:
Create Product Profile sheets on a pay-as-you-go basis.
Create Market Profile sheets the same way.
Use Quick-Entry Sales Management (Q) sheets.
Use Connecting Value sheets.
Use the Pulled-Through test.
Q sheets are the most important documents in the sales process. Use them instead of loose-leaf paper. They guide you through every step of the sales process by providing you with measurable feedback. Regardless of what sales methods you use, Q sheets are your report cards on how effectively they work.
A quick way to keep your results consistent is to see how many of your sales calls fall within the four MPs. MP 1: Spark Interest and MP 2: Measure Potential are the planting seeds portion; MP 3: Cement Solution is the watering crops portion; and MP 4: Implement Agreement is the harvesting crops portion.
A quote inventory limits you to a specific number of manageable MP 3: Cement Solution proposals. If you bring in a new one, remove the oldest.
Placing a maximum limit of sales calls to obtain MPCs helps you to invest your time wisely and pursue better opportunities if necessary.
The productivity equation assigns numerical values to your skills and progress over time so that you influence, not just judge, performance.
Use measurable competitive analysis to determine whether you receive higher gross margins for providing more value than competitors.
Use account management to protect and grow your existing base of positive customers. Use measurable value to make relationships stronger both professionally and personally.
Market development converts neutral or negative customers into positive ones.
Always view a sales opportunity as value driven, not price driven, to change your mind-set and increase your productivity and profitability.