SUGGESTION ONE: Each month have your sales personnel tell you what they will BUY FOR THEMSELVES if they hit their goal and the three things they are willing to do to ensure they do hit their goal. They also must come up with a consequence, if they don't hit their goal.
Print up a picture of the GOAL...the three commitments and the consequence for each individual and hang it up by their desks. The consequences make it fun... and can be something as simple as giving up coffee, iPads, eating fast food etc. for the following month. Sales men/women will do things for THEIR REASONS - not YOURS. They have to see the WIIFM in order to motivate them to achieve higher levels of production.
SUGGESTION TWO: I don't believe you “make” someone a Top Producer. I believe you HIRE THEM - people with a history of high achievement. Sometimes we hire DUCKS and expect them to be EAGLES!
They can be a great DUCK, but will never reach “Big Biller” status. Hire people with a track record of over-achievement and sales experience. The alternative is to hire a GREAT DUCK and train, lead, guide, motivate, train and train and stay totally involved in their climb to success. But if they don’t have the drive to achieve high levels, it may be an exercise in futility.
SUGGESTION THREE: Each quarter sit down as a group and have a "QUARTERLY GROUP PERFORMANCE REVIEW" Each employee should make a list of the following before the group meeting:
1. What they did that WORKED this past quarter (made money - gave them results!) (If you demonstrate to them and their peers what is working, they will probably continue to do these functions. Peer pressure within a sales environment is huge)
2. What they are doing that is NOT WORKING or is a big fat waste of their time. They need to stop doing those things NOW! Get a commitment and a plan to stop bad habits and change.
3. New techniques they will implement to meet goals this next quarter. THREE techniques - one each month, so they have 21 days to form the new habit!)
SUGGESTION FOUR: In October of each year, I suggest you ask them to write down a list of the clients they will do business with in 2018. Top ten KEY ACCOUNTS – AND Twenty back up Additional Client Targets! Make the lists public. That is to the rest of the team. This will help others keep them on track.
SUGGESTION FIVE: In December have each sales person writes down THEIR projected W-2 earnings for the coming year - 2018 - Show them the DAILY RESULTS they need to achieve based on their INDIVIDUAL STATS AND RATIOS! Count the working days in each month so they know exactly what the RESULTS are needed to achieve goals daily. It's not the number of calls that is important; it's the daily commitment to hit certain daily RESULTS.
SUGGESTION SIX: Mandate planners daily. If they are not an experienced Planner, have each of them start by writing down the top six Priorities (closest to the money) they need to accomplish the following day. This should be done every day prior to Leaving the office.
As always, if I can ever be of any assistance to you or your organization, please call or write and I will respond immediately! Have a tremendous week.
George F. Mancuso, CPC, CEO (AKA, The Gman)
Client Growth Consultants, Inc.