Sales
Green Light: Let’s Get Going
1. Have them write down what they feel it means to be a successful salesperson and compare what traits they have that fit into that definition really well. Feel free to add to their definition as a catalyst to move the learning project forward. 2. Next week, ask them to come in and share two examples of where they met or exceeded the expectations of a great salesperson from their earlier definition, and the success they experienced because of it. 3. Then ask them to come in next time and share 1 example of where they lacked the skills or knowledge to meet an expectation of a great salesperson (from the earlier definition), and identify the barriers to why they missed that expectation, and what steps they’re going to take to address that area.
Yellow Light: Needs Attention
1. Knowing we need to improve our overall sales numbers, next week come back with two specific examples of where you met or exceeded the expectations of a great salesperson from the earlier definition, and the success you experienced because of it. 2. Knowing that we need to increase our overall sales in a relatively quick time frame, come in next week and share 1 specific example of where their sales missed the mark, and if it was because of a skills or knowledge issue. Write the specific steps you’re going to take moving forward to increase your sales in a relatively quick time frame. 3. Write down ways to help remove or mitigate the barriers keeping you from making your sales numbers, and how we can help.
Red Light: Needs Immediate Attention
1. Knowing we are only at 90% of our goal and we need to increase our sales numbers in a really short time period, come in tomorrow with two specific areas that you feel there is a gap in performance that can be readily improved, assuming your willingness to get to 100%. 2. Tomorrow bring in 1 specific example where you successfully brought in sales to help with our goal, and what specific actions you took that we could utilize in other areas to help reach 100%, assuming your willingness to reach the goal. 3. Identify how we can help you remove the barriers that you feel are keeping you from making your sales numbers, and how we can help. Write them down and bring them in to our next meeting tomorrow.
Made with FlippingBook. PDF to flipbook with ease