Page 74 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

customers). A possible coaching plan here would be to outline daily and
weekly activity goals, have the salesperson block time in his calendar for
each type of activity, and have him report back regularly on progress.

3. Personal motivation: Maybe this salesperson is just not bringing his “A”
game to work every day. Maybe the average salesperson puts in a solid 50
hours per week, but this person is investing only 30. Again, this diagnosis
would be illustrated by low volume throughout the entire funnel. A good
coaching plan here is to have a personal conversation with the salesperson
about why he comes to work every day. How much does he want to earn?
What would he do with the money if he achieved his goal? By when does he
want the money? Help him establish the connection between goal
achievement and daily activity volume. Finally, set up a plan to review his
progress daily.

4. Call reluctance: Maybe the salesperson has a fear of picking up the phone.
That's a really tough one to fix, and probably indicates a failure in the
recruiting funnel. It may require a fundamental shift in personality—or it
may mean the “salesperson” is in the wrong profession.

Now let's look at the salesperson represented by the upper right diagonal pattern,
listed as the top most person on the charts. She worked a good number of leads,
but she had the lowest number of demos and, in turn, the lowest number of
customers. Here are some possible diagnoses and coaching plans for this type of
team member:

1. Prospecting depth: Maybe this salesperson isn't working her leads deeply
enough. Perhaps she is only “touching” the leads once or twice before
moving on. We can diagnose further by reviewing the CRM prospecting logs
for the leads she has touched. From a coaching perspective, she probably
needs some guidance on the right prospecting cadence and how to leverage
the CRM so nothing falls through the cracks.

2. Lack of prospecting personalization: Perhaps she's calling her leads deeply,
but she's sending the same email and leaving the same voicemail each time.
She needs to personalize each of those emails and voicemails to each
prospect's context and build on her overall message each time. We can
diagnose further by reviewing the content of her emails. If they are generic,
then she must do more to add personalized context to each touch point.
Salespeople need to leverage this context and deliver the most helpful
information at the most helpful time.