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The Sales Resource Center

 

Learning Action Plan
LAP #3 

Your issue:  "My sales people are content calling on their regular contacts. They need to expand the business by creating new customers."

Our solution:

1. Either: 

  1. Subscribe each of the sales people to the SRC, (This will allow each sales person to view the material on their own computers, on their own schedule, saving you and them time.)

    2. or

  2. Subscribe your office to the SRC, and bring everyone in to view the lessons as a group. (This is less expensive up front, but will cost you more in terms of travel time and time away from the field for the sales people.  Note:  Anyone providing their password and user name to someone else is a violation of our terms of service,  and will result in immediate cancellation of the service.)

2. Assign them these lessons over the next four weeks:

Week One:

  1. a. Nugget #203:  How to Get the Most Out of the Sales Resource Center™
  2. b. Cluster CL-87:  The Menta-Morphosis® Learning System
  3. c. Pod-32:  Developing New Customers

Week Two:

  1. d. Cluster CL-82:  Making appointments

Week Three:

  1. e. Pod-38:  Mastering the Creative Cold Call

Week Four:

  1. f. Cluster CL-17:  When the customer is "happy with the current supplier."

3.  At the end of the second and each following week, send them an email that says this:

As a result of interacting with the content on The Sales Resource Center you should have gotten some good ideas, and decided to implement one of them. Please share your "Precise Prescription" with me.  Send it to me by return email by 8 AM Monday.

4.  Review each sales person’s Precise Prescription with them sometime during the following week.  Ask each one:

How are you doing with ……………………………………..?

What kind of results are you seeing?

Is there anything I can do to help you?

Recognize and reinforce positive changed behavior.  If you see someone is successful in creating a positive result through the application of a Precise Prescription, have that person share their success story with the other sales people at your earliest convenience.

5.  When everyone has finished this series of learning units, move on to something else.

You may want to continue your subscription for another month, and consider our solutions to these issues:

Learning Action Plans

1. "My sales people need to close more effectively."

2. "My sales people are struggling with too much to do and not enough time
in which to do it.  Time management is a problem."

3 & 4. "My sales people are content calling on their regular contacts. They need to
expand the business by creating new customers."

5. "My sales people need to be better equipped to handle the price objection."

6. "My sales people need to be better equipped to handle difficult customers."

7. "My sales people need to make better presentations."

8. "My sales people need to become better equipped to effectively handle objections."

9. "My sales people need to understand how to more effectively penetrate key accounts."

            Check back here often. New Learning Action Plans are added regularly.