Gray Star Type
Do you know of sales professionals who are always complaining about not having enough time to follow-up, make phone calls, process orders, etc. and the bottom line is sales are not happening? Yet, you know of other successful salespersons who have even less resources and never complain. What is the problem?
In sales management, dealing with what I call "Ketch-Up" sales people is always on the table. Why? Because 40 to 70% of all sales targets are not achieved so there is a lot of red ink.
These folks remind me of the White Rabbit in Alice in Wonderland that was running around saying "I'm late, I'm late for a very important date." One of my colleagues, Doug Brown, has said: "People confuse motion with progress and activity with results." "Ketch-Up" folks spread themselves very thin because they are engaged in spraying and praying. They spray (plop) their energies all over the place and then pray something will stick. Maybe this is why 90% of all sales pros make less than three contacts even though 80% of all sales are made between the fifth and twelfth contacts.
The first reason why this sales approach is bad for business and sales management is it reveals a lack of written goals, a written unified action plan and no written values statement. For without the written goals and respective sales action plan, the end result is playing "Captain Wing It" and flying by the seat of his or her pants. Would you fly on a plane without a written flight plan? Of course not!
Since selling success is very much about behaviors, values statements define acceptable behaviors. When there are no agreed behaviors, Captain Wing It becomes the accepted behavior sales approach.
An effective sales approach starts before approaching any potential customer (a.k.a. prospect). The sales professional knows what he or she needs to do and then continually monitors progress using the written sales plan.
Reason number two is a confusion between marketing skills (attracting attention) and selling skills (earning the sale) within the overall sales process. This confusion is partially responsible for the inability to secure the desired results of an earned (a.k.a. closed) commitment (a.k.a. deal). Now the organization has even more people in "Ketch-Up" mode and is working harder not smarter.
The final reason is more big picture in it affects the organization's culture. This type of behavior is not efficient or effective and does not build a culture of high performance. By allowing these actions to continue is an endorsement (think approval).
So if you are in sales management and wish to stop the bleeding of all that red ink, then evaluate these reasons. If you observe any of them, possibly you may wish to bring your sales team together to work to turn around these "Ketch-Up" sales approaches.
Are the sales behaviors of your team or even yourself where you want them to be? If not, then you may discover an easy read on how to increase sales in this book, Be the Red Jacket in the Sea of Gray Suits, the Keys to Unlocking Sales Success including looking at your sales approach.
Take this free sales skills assessment. Chicago Sales Coach Leanne Hoagland Smith helps with sales coaching, leadership to sales management development
| No items matching your keywords were found. |
 |
Delonghi TRD0715T Safe Heat Oil-Filled Radiator
List Price:  |
DescriptionDelonghi TRD0715T Oil Filled Electric Radiator with 6 Fins Features
|
 |
Gerber 31-000206 6 Functions Curve Knife, Gray
List Price: |
DescriptionThe Gerber Curve is a small, compact sized pocket tool. Cooldesign with fashion in mind. Offers the safety of lockingcomponents in a pocket sized tool. Key features and benefitsare the cross driver, fine edged blade, carabineer clip, file,locking components, medium flat driver and bottle opener. Features
|
 |
Maglite XL100-S3096 LED Flashlight, Gray
List Price: |
DescriptionA revolutionary breakthrough in flashlight technology. Designed for optimum light output the new MAGLITE XL100 LED flashlight delivers user-friendly performance oriented features patented and patent pending) in a sleek tactical design... Features
|
 |
Sebastian Laminates Cellophane Clear 10.2 oz
Sale Price: $31.80 |
DescriptionSebastian Laminates Cellophane Clear 10.2 oz Sebastian Cellophane Clear,A colorless shine that gives hair a mirror gloss reflection. Cellophanes Clear is ideal for all hair types. It seals the cuticle for reflective shine with conditioning benefits... |
 |
Livescribe Single Subject Spiral Notebook ANA-00017, 4-Pack, Nos. 1-4
List Price: |
DescriptionNotebook Single Subject Lined Notebooks 1-4 4 Colors 4 PK Features
|
 |
Plantronics H261N SupraPlus NC Headset
List Price: |
DescriptionProvides all-day comfort. Quick Disconnect lets you leave your desk while the caller remains on the line. Compact, lightweight headset with superior acoustics and sound reception. Reduces background noise and incoming loud tones while enhancing call clarity... Features
|
 |
Canon Pixma MP210 Photo All-In-One Inkjet Printer (2175B002)
Sale Price: $120.00 |
DescriptionItem #: 2175B002. Customers also search for: Discount Canon Pixma MP210, All in One, Buy Canon Pixma MP210, All in One, Wholesale Canon Pixma MP210, All in One, 0013803081329, 2175B002, Inkjet Printers Features
|
 |
Orion ED80 80mm f/7.5 Apochromatic Refractor Telescope
Sale Price: $499.99 |
DescriptionI have been looking for quick "setup and go" telescope of superior quality for a few years, and I believe I have found that scope in the Orion 80ED. This is an amazingly compact, well performing little instrument that combines all the features I have been looking for in a single package... Features
|
 |
Casio Women's BGA100-8B Baby-G Gem Dial Analog Sport Watch
List Price: |
Features
|
 |
Coleman Sundome 7-feet by 5-feet 2 Person Tent
List Price: |
DescriptionThe Coleman SunDome Two-Person Tent is a convenient, cozy tent for you and a partner to enjoy. This seven-feet by five-feet one-room tent can sleep up to two people at a time in complete comfort. The Coleman exclusive Weather-Tec system is guaranteed to keep you dry and includes: a waterproof floor, leak-free and protected seams, weather resistant fabric, a strong frame design, and the zipper guard system... Features
|
 |
Nokia C6-01 Unlocked GSM Phone with 8 MP Camera, 720p Video Recording, and Ovi Maps Navigation--U.S. Version with Warranty (Black)
List Price: |
DescriptionGreat for mobile messaging and social networking as well as providing excellent voice communications, the Symbian^3-based Nokia C6-01 smartphone features a 3.2-inch touchscreen display with Nokia's ClearBlack technology for improved outdoor visibility... Features
|
 |
Samsung U750 Alias 2 OEM Extended 1600mAh Battery with Gray Extended Battery Door
Sale Price: $0.99 |
DescriptionSamsung U750 Alias 2 OEM Extended 1600mAh Battery with Gray Extended Battery Door Features
|
 |
Carrying Cover Case for Pandigital Novel 7" (Pink w/ Black)
List Price: |
DescriptionFits Pandigital Novel eReader //2 Tone Zipper Glove Case with Extra Pocket This unique book cover is not only stylish, but offers optimal protection and comfort. Simply insert your eRader into the cover and your accessories in to the extra pocket of the case and rest assure that your ereader wont get scratch because of your accessories... Features
|
