Motivational Quote: Opportunity

“Opportunity dances with those who are already on the dance floor.” – H. Jackson Brown Jr.

Why Dating is Like Software Sales

Here is another example of the Sales Dating Mindset in this blog post by Saumil Mehta
If you’ve ever worked in an enterprise software company at the same time as being single, maybe you’ve noticed the similarities between dating and software sales. Here’s how:
  • Putting on a match.com profile is like going to a trade show.
  • Always out and about on the prowl? It’s called lead generation, folks.
  • Meeting different girls? Going on many first dates?  How about calling it what it is: a sales pipeline?
  • Going on ten dates without a goodnight kiss – poor ROI.
  • Getting fixed up by a friend? Well, that sounds a lot like inside sales supporting corporate sales, doesn’t it?
  • Getting screwed out of a makeout session by the girl’s annoying prissy little twit of a roommate? We like to call it bureaucratic wrangling and internal politics.
  • And finally, the single man’s dating mantra, which aligns so well with the sales cliche: “Always be closing (ABC)”. Need I say more?

Depressing? Natch. Disgusting in its objectification of relationships? Of course. But funny trumps all, folks.

Here is his blog: http://bitbubble.wordpress.com/2007/06/03/why-dating-is-like-software-sales/

 

Motivational Quote: Experience

“An ounce of experience is worth a ton of theory.” – Ben Franklin

Motivational Quote: Losing

“One loss is good for the soul. Too many losses is not good for the coach.” – Knute Rockne, Notre Dame Football Legend

What is your top concern in managing a sales team?

Brent Mellow (Helping businesses improve their results with salesforce.com and the Force.com cloud platform.) asked the following question on LinkedIn:

What is your top concern in managing a sales team?

Here is my response:

Hi Brent,

My top concern in managing a sales team is always getting the team to  effectively maximize their selling time.

By spending more time in front of the right customers. (Those “A” clients who are most likely to buy our solution) Instead of wasting valuable selling time on administrivia and unproductive (and unprofitable) prospecting.

Also Paul Green (Member at UK Business Advisors Limited) added the following information on how salespeople spend their time.

A recent survey indicated that a poor salesperson spend their time as follows:

Active Selling 10%
Prospecting 10%
Problem Solving 14%
Downtime 17%
Travel Time 18%
Administration 31%

A good salesperson should ideally be allocating their time as per below:

Active Selling 35%
Prospecting 25%
Problem Solving 15%
Downtime 10%
Travel Time 10%
Administration 5%

If you would like to discover how to effectively maximize your sales team’s valuable selling time.

Call me @ 519-820-6207 and ask about my full-day training program titled: Prospecting Profitably

Motivational Quote: Discovery

“Sometimes the best places are discovered when one is lost.” – Judy Bell