Page 3 - Increase Your 2020 Sales

9 Sales Productivity Tools

1. Practice Schedule – All professionals need practice. Every team must have a schedule
for practice. Within this schedule, the game is broken down into units where each specific
aspect of the game is practiced: offensive line, defensive line, running backs,
linebackers, special teams, two-minute drill, punt return.

Set a practice schedule for your salespeople to practice sales skills: asking for
introductions, qualifying a prospect, the initial call, developing the relationship,
presentation, etc.

2. Sales Probability Scorecard – A Probability Scorecard is like the yard markers on a
football field. These markers tell you how many yards you must go to score and how
many yards you must protect to keep from being scored upon.

The Sales Probability Scorecard will tell you, with a high level of accuracy, what the
likelihood is that you will either win or lose the deal. It will also tell you where you are in
your sales process.

3. Sales Huddles –Just like in football, huddles are a communication system that provide
coaches with real time information so you can make real time decisions.

Set a schedule of Sales Huddles and stick to it! Get real-time information and coach to
this information.

4. Personal Goal Setting to Business Plan – Most teams have a period prior to the season
when the staff discusses objectives and goals. The discussions define objectives based
upon previous performance, expected competition and talent level of the returning and
newly recruited team.

Set Goals prior to each fiscal year based upon past year’s performance, the competition,
experience and sales talent of your team. Have each salesperson identify personal goals
and translate these to their personal business plan.

5. Sales Success Formula –Each team anticipates what it must do to win a game; metrics
like- How many yards on first down are needed? Necessary number of average yards per
completion and completion percentage? Necessary number of completed passes?

The Sales Success Formula will help you identify the critical steps in the sales process,
the conversion ratios and the choke points for coaching your salespeople. Get specific!

6. Ideal Week – Every team goes into a game with an ideal game plan. All know what
plays they want to run in various situations on offense. They know what defenses they
will call based upon field position and tendencies of the opponent. Flexibility is implied
and understood because field position changes in an instant but each team goes into a
game with a plan and strategy.

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