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ON THE BUSINESS OF SELLING by Tom Reilly, author of VALUE ADDED SELLING (McGraw-Hill) Get this . . . - 39% of salespeople do not have written sales objectives. - Fewer than 25% of salespeople have a detailed strategy (on paper) for selling to their number one account. - Fewer than 10% have a regular and systematic way of planning their sales calls. It appears to me that too many salespeople and sales managers are not paying enough attention to the business of selling, AKA the organizational side of our profession. It reminds me of the old saying: "No one plans to fail but plenty fail to plan." Too much of the latter leads to the former. How much time does it require to prepare for a sales call? 20 minutes max. How much time does it require to detail your strategy for your number one account? A couple of hours. How long does it take to write sales objectives? An hour, if the sales manager knows what he or she is doing. A salesperson once asked me in a seminar, "Do I have to plan every sales call?" I responded, "Of course not, just those calls where you plan to sell something." He nodded his understanding and approval. If you're going to be in the selling business, you must attend to the business of selling. © 2005 TOM REILLY |
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