Intro

The logic behind why some salespeople fight the TRAX system when they first see it.

The Five Reasons Are:

1. Your company may be understaffed. Some people know it but you as the owner may not be aware of how bad it is. What TRAX immediately does is identify this terrible problem and puts spotlights on it. We make this issue glow in the dark, we put sirens on it and make it a painful immediate problem for everyone. We show you that if you are severely understaffed how many customers are not being waited on properly every day. Many times this freaks salespeople out because they think there might be a slim possibility that you might hire new salespeople to cover this tide of customers walking out without being given a quality presentation. Daaaah…

It’s a natural inclination in this country to resist anything resembling Big Brother or the thought of someone looking over your shoulder. There are very strong laws and covenants that prevent our government or anyone in the private sector from doing this. Our society is based on freedom and individual liberties that protect us from government, or anyone else invading our privacy without just and undeniable cause. Fortunately TRAX does not get personal in any way.

Another reason is that many salespeople are totally unfamiliar with computers and frankly are not interested in learning about them.

Probably the most prominent reason is that it is a natural reaction to not want others to see what may be a deficit or fault in one’s business performance compared to their peers. The perception is that they are already operating at maximum efficiency and that TRAX will only add to their already “perceived” extensive workload.

You have a salesperson that is taking advantage of the Upboard system and when you find out how badly they are hurting your company your head will spin. They know that you will discover that they are talking with more than twice as many customers as the average salesperson in your company and they have a RPU (revenue per up) far below everyone else even though they might be one of your top dollar volume writers . They are skating and chasing away more customers than you can imagine because they do not have the interpersonal skills to develop a long-term relationship lasting more than 45 minutes.

Trax will fail if you make it voluntary and if you don't care to look at, and use the management information your salespeople provide you.

The only way to insure 100% success with Trax is to understand that Trax is not voluntary. It is a new habit of capturing customer information when the customer does not purchase. If this is made as an option for your salespeople most of them will not comply with your wishes. Trax should not be done only if the salesperson feels like it. The patented part of the program is simply that the salesperson can't greet another customer unless they have put some basic information in Trax. (Unless you are in overflow) This should not be optional and if it is, your salespeople will walk all over you. Do not buy Trax if you can not require your salespeople to take seven seconds after each customer leaves and put it in the program. If you as the owner or manager take the high road we have a very simple guarantee. If you do not generate an additional $5,000 per salesperson per month within 90-days we buy Trax back from you. No Questions Asked.

We do want to suggest that you kick off the program with a simple contest based on the number of customers entered into Trax who do not purchase. The highest % on the IGE report for the first two weeks wins. The psychologists suggest that it takes 21 days for a skill to became a habit. With Trax it is more like seven days so a two week contest is just what you need.

Sir Winston Churchill spoke about the virtues of pro-action versus the pain of reaction: "Take change by the hand, or it will take you by the throat." The point here is that your salespeople must understand that your competition is getting better every day with CRM and customer follow-up. If they do not gain an edge and develop these simple skills your competition will get the 2nd call sales that you would have if your salespeople had followed up properly.

Please call me personally if you have any questions. My personal cell phone number is 713-854-7706

Sincerely,

Dave Mink

Three New Trax Reports that will guarantee success and dramatic improvement on your sales floor.

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 waiting to be plucked off the tree.

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.

Why Web Enabling of TRAX is so important.

PC Anywhere is a good product but it falls short regarding Trax because it is cumbersome when navigating the reports, especially when changing date ranges. It does not provide instant access to all showrooms combined so you can create comparisons. Unless you have easy access to comparisons with easy access to prior date ranges you are missing wonderful management information.

Web enabling currently provides about a dozen reports and will soon give you access to every report and management function available at the showroom level.

Regarding Security the information is sent every hour like an email of only the updated information from the previous refresh. It is a very small amount of data taking less than a second to transfer and is about 5-8k in size. The information is extremely secure and if someone tries to hack into our system they are identified and permanently blocked. The information is encrypted on several levels and you only have access with the proper user name and password.

Please visit http://www.traxsales.com and click my hand then go to the eTRAXsales link. Select Sample Company from the drop down list, then type traxuser for the User Name and the password is trax1111. Hit the “Refresh” button.

This will give you access to an example of how powerful this new information will be for you. My bet is that it will double your effectiveness in managing your company.

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Two Diagnostics Global Login Global Hourly Traffic Global Traffic Analysis Global Staffing Analysis Global RPU Global Weekly Comparisons Updates Every Day Ctrl U LAN Ctrl I Overflow Ctrl N Not Available Letters Ctrl A Insures Accuracy Opportunity Comparisons Information Gathering Report Below Average Closing Ratio Below Average Sale Performance Letter Double Eagle Import Export HOME Testimonials Why Salespeople Fight TRAX