in the American Elections is the ECONOMY.
This was the phrase used by Bill Clinton against Bush senior in the 1992 Presidential Election. Bush senior had enjoyed Foreign Relations success, but had allowed a recession at home. So, Clinton the underdog won the election.
In Sales today the “Economy” is the biggest excuse for poor performance.
Yet, in reality, some Firms and some Salespeople are doing great.
How are you doing? Are you still explaining sales performance in terms of the “economic situation” or are you hitting the numbers?
Research by BMAC Consultant’s, this year (2010 MMX),
has shown that most salespeople spend less than 100 hours per YEAR selling.
but only spend about 6.25% actually selling.
Salespeople are spending 2 hours per week selling.
This means you are reaching less than 20% of your True Addressable Market.
YOU can achieve Competitive Advantage by increasing the face-to-face selling time of you salespeople.
Real Selling Time is the number of face-to-face hours salespeople spend with Prospects listening to their Needs, Wants, Problems and Opportunities. And, the amount of face-to-face time your sales people spend talking to Prospects about how your Products and Services, when applied to the Prospect’s needs, bring those Prospects REAL VALUE.
NOT the Economy.
If you would like to discuss Optimal Selling Time, contact Brian MacIver on firstname.lastname@example.org
or to receive a free copy of Measuring Real Selling Time Tool Kit