Three New Reports that will improve your sales performance model dramatically.

It used to drive me crazy when a salesperson would spend an hour or more with a customer on the sales floor and not make a sale.  I honestly believe that every single person who risks their life on the freeway to come see what we sell will purchase if they meet the right salesperson.

What really put me through the roof was if I learned that after spending over an hour with a customer that did not buy, the salesperson didn’t ask for the phone number.  We all know that getting the phone number is easy if the customer trusts you and believes you are a professional who will not bug them unless you have something important that will help them.  If you don’t get the phone number a very high percentage of the time your competition will and will make the sale.  In other words without good follow-up skills you are dead in the water and we estimate you are losing up to 40% in additional potential sales volume that is possibly being earned by your competition.

How would you like to learn how many customers talk with each salesperson and of those that did not purchase how many did your company get a phone number or address for follow-up.  This is the IGE report (pronounced IGGY).  It provides instant access over the Internet to you (real time) and tells you what each salespersons closing ratio is, How many customers they did not sell for the period, of those that did not purchase how many did they get a phone number on, how many just an address and how many did they get both a telephone number and address. 

We know that it is impossible to capture this information every time but we also know that your top salespeople will get this info up to 80 % when they realize how easy it is and how much more money they will earn when they do.  Our suggested goal is 50%.  If you have salespeople who are below 30% they are either not trying or customers don’t like or trust them and they should be replaced immediately because they are costing you more than you want to imagine.

The other two new management reports are called The Below Average Sale and Below Average Closing Ratio reports.  These two reports give you accurate and immediate insight on the performance level of all of your sales associates.  This measurement capability for the first time allows you to see what is really happening on the sales floor and where you should direct your management time and efforts.  Each report allows you to instantly see which salespeople are doing a great job and who needs help.  It shows you who are below the showroom average in closing ratios and average sale amounts.  It displays how much more they would have made if they only hit the average of the store.  It also displays how much more you would have made if they simply hit the average.

One beautiful feature is that when you get everyone to the average the average gets a little higher creating perpetual improvement.

This Ctrl A report also tracks individual activity by salesperson regarding product category performance and reasons why customers did not buy (all at a glance).

We know that if your salespeople do not develop trust your customers will not want to give you their information.  We also know that if trust is developed you can get this critical information 90% of the time.  The reality is that trust is usually there, but the salesperson just doesn't ask for the information in a professional way that gets the customer to want to provide it.

We know that if you can teach your people to somehow capture this information and use it your chances of developing a quality relationship with that customer dramatically increase.  

Imagine a salesperson who is too busy working with appointments to wait in line on the up system for new fresh customers.