Results Based Sales 2.0: Who’s Keeping Score?

March 9th, 2010 by

By Pat Hinds

When I started as a sales person 17 years ago I was working for my Dad selling computers and local area networks to medium sized businesses. All my friends and family told me I had the perfect personality to be a professional sales person. I had two things going for me: I was in a market that was growing very fast and I was a likeable person. After my first year in sales my dad signed me up for a Dale Carnegie sales course that was one night a week for seven weeks. At that time I was a feeling pretty cocky about my sales ability and I did not finish the course because I thought I knew everything about sales.

A couple years later I got a job with Xerox in their technology services division; at the time, Xerox was training sales reps on a sales model called “SPIN” selling. This time I was more interested in the training; as a result I was engaged in what I was learning. When I finished the training a light came on for me; the profession that I chosen had a documented process and if I got good at the process I would get better at my job and make more money. After the SPIN course I started to read every sales book that I could get my hands on so I could master my craft.

Fast forward to 2010 and sales people now have access to CRM technology that will allow them to document every action within a sales cycle, resulting in sales models that will deliver unprecedented sales productivity. As sales people we can now expand processes like “SPIN” and “Goals, Problems, Needs” to include automated score cards (ranking systems) that allow you to maximize the information collected.

Lead Ranking Score Card – Putting leads into a category that determines your next action regarding prioritizing. Determining how well your customer profiling is working based on conversion rates.

Pipeline Development Score Card – Grading activity at the beginning of the new customer acquisition stage. Sales 2.0 allows you to do a better job of preparing for a customer call; is this reflected in your pipeline activity.

Sales Funnel Score Card – Managing the length of time a sale takes; did the projected value of the sale increase or decrease over the period of time it was in the funnel.

Today’s sales people have a couple choices: they can be like me when I was working for my dad and ignore the value of a score cards, or you can embrace this sales model and use it to achieve greater returns in your sales efforts.

Topics: Sales Consulting