Some of my favorite traits of the Jedi Knight in all of the Star Wars movies is their ability to get their gatekeeper to say the exact thing they need to get through.

Great sales reps do the same things by setting up their line of sales questions. Many times this can be set up at the very beginning of the introductory phase of discussion. “Would it be alright that at the very end of our discussion, if there is no fit, you will tell me “no, there is no fit”. If there is a fit, you agree that we work on timelines and determine the actual decision making process.”

At the end if there is “no fit”, you just eliminated follow ups and chasing.

At the end if there “is a fit”, you have agreed to discuss their actual decision making process and timelines. The focus of conversation is shortening the sales cycle.

Benjamin Franklin once quoted, “if you fail to plan, you are planning to fail.” This statement holds true for some sales people.

Sales reps move 100 miles per hour. Sure, maybe they use a CRM program or have sticky notes around the computer or simply have it all in their heads. Everyone has a process.

However, a simple method to assist both a sales rep and their sales manager would be a list of 5-7 sales action related activities that is 100 words or less. Write it down. Store it in a central location for others to view. Be held accountable to it. Review at the end of the week. Do it again.

Due each Monday by 8 am and to be executed throughout the week.

• Action item 1: Target 20 specific people and make contact with them on LinkedIn to grab coffee. Set 2 appointments. Spend minimum of 1 hour on this.
• Action item 2: Follow up calls on all existing prospects that have my proposal. Move to the next steps and set up follow up appointments. Spend minimum of 1 hour on this.
• Action item 3: Create, refine, and produce the best quality proposal. Go the extra mile to be the best. It will reflect. Spend a minimum of 3 hours on this.
• Action item 4: Update the CRM and/or Sales Cycle pipeline. Let’s stay ahead. Spend a minimum of 1 hour on this.
• Action item 5: Find a minimum of 2 networking opportunities. A Breakfast, a luncheon, a seminar, but go somewhere to mingle and get my name out. Spend a minimum of 3 hours on this.

Does it sound like a lot? Do you already do much of this but don’t necessarily write it down. The point here is to write the specific sales action related activities. At the end of the week, check off the items you completed. If you checked them all off, do it two weeks in a row. You are making progress in consistency. If you don’t check all of them off, figure out what your road blocks are. Good chance, you may only need a mirror to see the road block…that is another topic.

I spoke to a business owner who is having a great year in 2019. I asked how he would like to make 2020 an even better year. He said he wished the sales rep he brought on during 2019 could close business like he does. So, I asked him the following question.

Do you review each of your sales rep’s appointments and coach him up to be able to learn from you and increase the close percentage? He said “no”. Spending one hour a week role playing the sales environment scenarios and tracking activity into a CRM (there are free ones available) would help determine if the sales rep is the right fit. This activity increases accountability.

The reality is many business owners are able to sell and close naturally because their name is on the business and its their blood, sweat, and tears that comes out in the presentation. It’s very difficult to pass on this knowledge or feeling to a sales rep.

This owner has to look in the mirror and determine if he is the messenger (sales manager). If he is not the messenger and knows it, seeking outsourced sales training and accountability might be the best option for him in 2020.