Sales Training Prospecting Techniques
by Joe D
(USA - Il)
I would like to share a sales prospecting technique with you that has worked well for my sales men and girls. We call it the sales actions points system.
Using this sales training game you give sales people something to aim at as well as just closing sales and signing orders.
It motivates sales teams to do all the actions that will lead to collecting and qualifying sales prospects, making sales appointments, and increasing sales.
The idea is to put a points value to every action you take that works towards closing a sale, making a sales appointment, or gaining a good sales prospect.
The rules of the sales training game
The best action you can do is to close a sale, and so that gets the best score of 5 points.
The next best action is to have a really good sales meeting with a potential customer that looks like you have a chance of winning the sale. That scores 4 points.
Then you have, making a sales appointment, and that's worth 3 points. Followed by qualifying a prospect which is worth 2 points.
The lowest scoring action is to find a potential sales prospect that you haven't qualified, and that's only scored at 1 point.
How the sales game is played
The aim of this sales training game is for every sales person on your team to score 20 points everyday.
That could be 4 closed sales, or 2 closed sales 2 sales appointments and a qualified prospect.
What we find really good about this game is how even if you don't close a sale you still have a target to aim at. You can still go home feeling successful and knowing that you have done some worthwhile sales actions that will lead to closing sales in the future.
Try it out for yourself and perhaps you could let me know how it goes on the sales blog here.
Comment from Stephen Craine:
Joe, what a great idea!
I can see how this will drive those actions you need to collect sales prospects and make sales appointments.
It's great to see an idea I've not used myself before, and I will definately give this one a try.
I think this is such a great post that I'm sending you a free copy of the sales training workbook: How to make Sales Appointments by Telephone.
If anyone else tries out this sales motivation game please add your comments and let us know how it goes.