Why it Works
The PASS™ Process
The greatest salespeople in the world manage activities with PASS™. They do! Over the past 25 years, we have observed great salespeople – their behaviors and especially how they think. In a fast sales cycle, 30 min to 90 days, most of them are goal-oriented. However, they do keep things consistent with a simple activity management process.
The greatest salespeople in the world organize themselves around finding prospects and setting and holding appointments.
They work a magic ratio of first appointments to quotes to sales. For them, the right number of appointments leads to the right amount of quotes necessary to reach or exceed their goals. Throughout each month great salespeople keep track of their progress within a sales funnel.
Prospects
How do you organize your contacts? Some use yellow pads, slips of paper, the backs of business cards, or CRM systems. How many prospects do you need each month? Where will you find them? How will you organize notes about them and times to call for appointments? When you want to archive a prospect and make them inactive, how do you do this? How do you retrieve previously archived prospects? How do you know if you have met your prospecting goal? And, how do you keep prospecting consistent? Finding the right number of prospects each month begins the PASS™ activity management process. And, great salespeople always keep the top of their funnel full.
Activities
A first appointment occurs when a prospect allows you to listen to their needs relative to your product or service. Most salespeople know that first appointments are a most important activity. The best salespeople know that the right number of monthly first appointments held lead to the right number of monthly quotes. What’s your goal for first appointments held each month? How do you track progress toward this important monthly number? How many appointments do you set to meet your held goal?
Also, how do you organize yourself when calling for appointments? In other words, how do you pull together a list of prospects to call in an efficient way? When you speak with people on the phone, where do keep notes for future reference?
Finally, new first appointments lead to new quotes. This is your opportunity ratio and it tells you the quality of your prospect selection. Salesactivities.com helps you keep in front of the right number of new prospects to meet your monthly quoting goal.
Sales in Progress
A sales-in-progress occurs when salespeople present a solution and a quote. Sometimes we win the sale at the presentation. At other times, we win or lose them later. Great salespeople keep their appointments and quote production high enough to meet their sales goal. They know that usually they will win a third or some other percentage of quotes presented. While they continue to hold first appointments each month and produce new quotes, they also follow up with sales-in-progress (quotes still undecided upon by the prospect).
The greatest salespeople in the world manage activity at a level necessary to achieve sales goals. Salesactivities.com helps you do this and makes it fun.
Sales
Great salespeople keep track of sales vs. sales goals.
Salesactivities.com helps you manage daily activity for monthly goal achievement. It helps salespeople stay focused and consistent with the right number of prospects managed in the funnel. It teaches you your winning percentage of quotes presented. And, by knowing this, you can determine the monthly sales-in-progress, quotes presented, and appointments to hold for goal achievement.
We offer this system to you because your income is important and necessary for your future needs and the needs of those you protect.
