Starting a new sales role can be challenging, frustrating and confusing. This is because of the nature of acquisition and new business sales where the salesperson is constantly spinning multiple plates to ensure that they have a steady stream of prospects, customers and deals coming through. Very often, sales staff have a very curvy activity wave with multiple troughs and spikes where the salesperson has a busy run of multiple deals, then a period of latency because they haven’t generated any new prospects during the busy period. Here at the SalesWay.com, we are going to give you some sales tips to help you along the way.
For example, a typical new business sales person will spend a few weeks developing prospects into potential customers. These customers then give way to 10 deals which the lucky salesperson works on fervently and for months is busy creating quotes and visiting these customers. This is exactly what the sales rep should be doing, however they should have also been spending a small portion of their time generating new prospects to support their business for the next month or quarter.
This would mean that once the current deals were closed, the sales rep would have multiple follow on deals for the next period to now work on, creating a balanced and straighter workload – which ultimately equals higher commission with more predictability.
In order to avoid these low troughs of sales activity and earn more commission, the salesperson needs to always keep their eye on the ball for now and also the following months/quarters to remove unpredictability from the sales cycle. The diagram attached shows an overview of how we would recommend a salesperson’s day is split up and the aim of this structure is to:
– Provide some clear framework to a new business salesperson’s daily workload.
– Ensure that the salesperson is keeping some degree of focus on the coming months to generate future sales prospects and revenue.
– Allow the salesperson to earn the most money every month by removing the potential of low troughs and periods of low sales activity.
– Demonstrate to sales management that the salesperson has good control over their business and can see how they are developing their customers, and the ‘journey’ of a deal.
Download the Schedule Template and instructions here as a PDF: Daily Scheduler
In the next post we will be including an example of how we might expect a salesperson to fill this out to see how this would actually be used in practice. We will also be posting the blank template for you to download and use for your own workload planning.