It Is Your Job To Keep Their Jobs
by Joe Bonura, CSP
It Takes Strategy
As I was perusing some old files, I came across the strategy sheet
for getting my first job in advertising. At the time, I was a finance
collector, and during one of my collections, I had been threatened
with a knife. I decided it was time to seriously pursue a new job,
so I followed the strategy sheet, and in less than thirty days,
I had a new job in sales.
Selling Is Getting A Job
The more I think about it, the more I realize that in getting
a new job and in getting a new client, the sales process is identical.
That is why I wrote my new Kindle EBook, "Throw the Rabbit
and Get That Job in Thirty Days or Less!"
Check it out at . . . www.throwtherabbitandgetthatjob.com
Out Of Clients Means Out of Work
The same principle holds true: if a sales person does not get
a new client, the result is the same as being out of work. Eventually,
the paychecks stop coming, and you are out of work. Without new
clients, there is no job. Many individuals and companies fail to
realize that they exist simply because of their sales team and the
number of calls and sales they make on a regular basis.
I was doing sales training with a printing company, and I asked
the owner how many people worked at the printing firm, and he said
two hundred. I asked how many people were responsible for sales,
and he said seven. I commented, "So, what you are saying is
that 193 people depend on the seven people to keep their jobs?"
He had never thought of it in that perspective.
It Is All In The Pursuit
His sales team was seriously unproductive because they were not
aggressively pursuing new business. I suggested that he display
a large bulletin board with all seven of the sales persons' names
listed on the left side of the board, and across the top of the
board, write the words "Look At How Many New Calls I Made Today
To Help You Keep Your Job." Each day, enter the number of sales
calls for each sales person.
Numbers Equal Sales
Each day, the number of sales calls was entered on the board before
they went home each night. Within the first two weeks, two of the
sales people quit their jobs, and the other five made up the difference,
and then some. The company sales were up by 20% after the first
three months, and the company replaced the "quitters"
with two new productive sales people.
Your Support Team
Take a look at your company and the people who work in the background
to support you, from the janitor to the president of the company.
They all depend on sales, selling the product or service. Simply
stated, they all depend on you, the sales person. The next time
you feel like slacking off, just remember that it is not only your
future that is in jeopardy, but also the lives and families of those
employees back at the office who have no control over their future
no matter how good they are at their jobs. If the product or service
is not sold, then there is no company.
Go The Extra Call
Make an earnest effort to get to know your support team and to
make one extra call every day for the next thirty days. That is
just one extra call a day. Honestly -- you can do that! Your co-workers
depend on you as much as you depend on them.
© 2014 Joe Bonura & Associates, Inc.