A Sales Directors Nightmare

Hello,

The worst part of my job has to be sending these complete unnecessary reminders like my teacher did when I was in elementary school.

I am surprised to see that people in this company are abusing the rules that were given to everyone from the start… Perhaps now I understand why your last company has these rules… Obviously when someone gives you a tasting… they take the whole plate. Perhaps it is also the fact that we are giving people way too much liberty to be adults during working hours… Yet also perhaps it was my mistake to forget that rules should be implemented as I thought this was completely unnecessary to do.

I received several complaints from people taking 4 or 5 breaks per day to smoke and even spent up to 15 minutes per break between the 4th and the 5th floor. I believe I have given everyone the liberty to do whatever you want as long as the budget moves gradually through the weeks.

If you are going out to smoke… go and smoke! Of course do your work… When all the sales people from the other Sales Company come in (And by the way they do their budget) they always see the same group of guys, smoking, laughing and playing during working hours… Helloooooooo! Do I even need to send you a reminder on this???

There is a tendency to go out in group and this is while the budget is not even half way done. I believe that we are adults that don’t need to be reminded that you are consuming working time... We are starting a program soon where people can work only on commission. Perhaps there are many that want to join this program. It is a great opportunity and it will help people realize the value of hard work. Please come to my office if anyone wants to work on a commission base only.

Search Engine Marketing and SEO Tools

Free letter promotion sales

Almost forgot! This rule (the tardiness rule) doesn’t apply to the people that do their budget!

Meaning:

· If your budget is 200,000 and you have reached 200,000 I don’t care which time you come in…

o Example 1: You can call me from the beach and tell me! I went out drinking last night , I overslept and I met a couple of buddies on the way to work and decided to go for a swim…So I might go to work after lunch. That is cool for me! (Because I will look at the board and I will see that you did your budget)

o Example 2: I will work hard in trying to double my budget this month—Even better!!!

· If your budget is 200,000 and you’ve only made 95,000 ----I will care which time you come in!!!. Because you still have to work towards reaching 105,000 more.

o Example 1: Hi Sales Director, I am taking a few days off I’ve already made 1,000 Dollars and I have a few deals that I know will come in next week… I just know it!. Errrrrrrr! It doesn’t count!!! People come to my office everyday telling me they have a lot cooking, a lot on the pipe and at the end of the month… The board is blank!

Lesson: Never fall in love with deals!! It is the ability to constantly close business that counts and this requires will, routines and structure! So this means… you still need to develop more structure to reach your budget!-

I am extremely flexible and open minded … so let’s not abuse the privileges that have been given out! Ok? Nobody wants in a pressure sales scenario!

It would be cool to see the people that started this department move forward and help transform this company into a huge global network… Our company went public as of 2 weeks and this means the opportunities for everyone to grow in an exciting industry are possible! Let us think about which way we can contribute to make this company a cool and successful environment to work in!

Good luck!

Start Closing some Business!

Get on the Phone / Free Hardcore Emails

Hello team,

It has come to my attention that while I’ve been away, some people have hardly attempted to sell! The comments where: “They have just been sitting down… starring at their computers and reading the news… They weren’t even writing emails” said the source.

Needless to say business won’t come running over to you and as a salesman you have to constantly try your best to get the business in. In this line of work your magic pill is call DETERMINATION.

If you are waiting for the 2 or 3 companies that will “SAVE YOU” then I believe you have the wrong attitude. In sales the difference between being successful or not, is determined by your ability and wanting to succeed. This means that you constantly have to be seeking… The road towards making GOOD MONEY IN LIFE is in SALES and it requires discipline, (constant discipline) and a warrior like attitude. Whether is here or in another company!!! Otherwise you should not be in sales.

Nobody will be behind you in this company in order to succeed I believe that is determined by yourself…

I am not just giving you a “cheesy pep talk” this is my opinion and that of many other successful people in life!

Set your goals!

Best Regards,

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Sales Time Management

Hello team,

Welcome to 2007. The year for our company! In order to make 2007 a success we will need your help. In 2007 we will start with new working habits. If you want to make money, you have to see this as your own business. Otherwise it simply WONT WORK!. If you want to improve your skills, we have to start with the basics and that is… look at what other highly successful people do and how they spend their time. Later, do the same things that they do. Simple enough? Let’s discuss:

So then, exactly how do successful people spend their time, you ask? After working in Sales for many years this is the equation…Top 10% of the successful people I know show the following trend:

· Prospecting
Successful salespeople spend 45% of their time in prospecting activities. That's right; 45%. Cold Calling, networking, researching new companies and people to speak to is the single biggest area of time spent in sales activity. The lesson here is that even once you've achieved a certain level of success in sales, you can't stop prospecting. Consistent prospecting is one of the most important things you can do to get and TO STAY successful.

· Presenting
20% of the successful salesperson's time is spent in front of prospects - understanding what the prospect does, and presenting solutions as to how their product or service can help the prospect.

· Product Knowledge
Another 15% of time is spent on activities and skills related to product knowledge.

Consistently successful people spend a good deal of their time acquiring this skill and knowledge.

· Personal and Professional Development
Successful salespeople spend 10% of their time trying to improve their sales skills through reading or constantly questioning and discussing with others how to improve their people and phone skills… basically any other things that will help them improve. They make a consistent, concerted effort to find ways to improve on an ongoing basis. They don't say "I know all there is to know." They recognize that no matter how successful or experienced they are, there is always room to improve - and they put forth the effort to improve their own skills.

· Surprises?
Many of the salespeople that I share this with are surprised by some of these results. They are surprised to see experienced, successful salespeople spending so much of their time in prospecting activities. The thinking goes "Hey, once I've reached a certain level of experience and success, the business should just flow to me; I can be successful just on repeat and referral business. I don't need to prospect." In fact, people who take that attitude are the ones that plateau and stagnate after a few years.

And, the people that believe they know all there is to know about their products, and about selling are the very same ones that will just barely make their own budget.

Sales Routines-

8:00- 9:00 Read emails and research on new companies

9:00- 11:00 Cold Pitching time (If you have meetings this process will be done as follow

11:00- 12:00 Work on Proposals and Offers

12:00- 13:00 Lunch

13:00- 16:00 pitching time

16:00- 17:00 Research on new companies to pitch- (Try to get CEO's or Marketing Directors phone numbers, make a list of the companies you will call tomorrow)

We will monitor calls daily. This is what we will consider healthy:

1. At least 60 to 70 phone calls per day
2. Or an average of 1 hour and 45 minutes up to 2 hours
3. Or at least 2 to 3 face to face meetings per day ( This means if you have 1 face to face meeting, your call rates should be 2/3 of your “stay at work day” = 40 phone calls when out)

How Do You Measure Up?
How are you spending your time? Take a look at your own activities and ask yourself how you balance these five key selling activities. If you find that you're not spending your time in a similar fashion, you may want to take a hard look at where your time is being spent and where you want to work.

As a professional salesperson, your time is your biggest asset, and something that you can't bank or recover once it's gone. Aim to spend your time in these key areas, and you will make this your best year ever!

Free Hardcore Email

Hello team,

Next week I want to hear everyone’s pitch… You will book a time and we will simulate a telephone call… You will call me up from another room and I will give you common SEO / SEM objections, later I will make notes of your objection handling abilities and we will discuss them.

I also want to hear a pitch where we simulate booking meetings as well to find out the reasons why some of you weren’t able to book meetings in 4 days… is it your pitch? Or is it not enough phone calls? Etc etc. We will figure it out…

Also please send me a list of how you are structuring your work day…What type of Agenda do you have? What is your strategy towards client? What verticals are you focusing? How do you process your day from 8:00 am to 5:00pm? How are you generating your leads is through Yellow Pages, Directories. Etc etc.

Please start sending me that as soon as possible.

I will give you timing schedules.

Get on the phone!!

Free Sales Letters

Hello team,

Soon we will be recruiting a new booker for our company… The bookers main goal will be to give meetings to everyone in sales, yet it is important I mentioned that most of the meetings will be prioritized for people that are constantly doing their budget and are always on the phone. (Needless / obviously to say we have to prioritize on the people that are working the hardest). Not the ones chatting and reading the newspaper…!

This will be just one of the added benefits among many to come with the purpose of helping primarily top performers in the company.

Best Regards,

Letter Sales Sample

Hello team,
For more then 5 months… I´ve been talking about the importance of face to face meetings… and for 5 months I’ve seen a total of 0 bookings.

It is extremely hard to do your budget every month if you don’t do face to face meetings! I am Head of Operations and with all the work I have I still manage to book face to face meetings for myself on the first call. I don’t see why you all cannot.

Today is Tuesday; this means you have 4 days to book meetings for next week. I don’t want to see ANYONE here in the office next week. You will book a total of 10 meetings for next week and I want a list by Friday of which companies you are visiting.

So start booking meetings right away!! The best time to book them is in Stockholm around 9:00am then you can take another meeting perhaps at 11am, later another meeting after lunch perhaps 2pm is a good time.

I want a list by Friday so you are on the count down for 4 days. Anytime soon we are looking to promote some people I will see by your performance.

Good luck and informed me of your progress.

Letter Sales / Top Salesmen / Success

Hello team,

The purpose of this email is to present you with the secret behind Top Sales achievers. I interviewed Brian Johnson (Top Salesguy from California), Peter and Hans to see what is the reason behind their amazing on -going success. These are the people that ALWAYS do their budget and constantly battle every challenge given to them…I wasn’t surprised at the answers… they where just as I thought.

What is the formula for success for Brian, Peter and Hans?

Since the day I’ve started I noticed these are 3 self motivating people (That is the reason they are sales directors…that is the reason they are successful) they don’t need a big email and a pad in the back, or a good work buddy, hooray! Luar, Peter and Hans have the ability to motivate themselves everyday and it is that same energy that they project back to their team! At our sales company or any company, in order to be a sales director you have to learn how to motivate yourself… otherwise how can you motivate your own people?

Here is their magic formula:

Brian Johnson:

In California i have companies trying to get me to work for them all the time. I believe in finding the gold…I pitch until my mouth bleeds!! Said Brian… one of the best salesmen I’ve ever met! For me Rob money never sleeps!! Money is out there waiting to come in directly to you… you just have to find it!!! I don’t settle for second place and the way to achieve it is to see myself as invincible… Ive always been a competitive person!

I’ve never, never failed to do my budget… The budget you are given, is only a number ( that you have to make ) of course my goals are higher

To not do the budget!!! That is just unthinkable…For me the budget is not an option! In fact my goal is not to reach it but to overpass it. Is just something that whichever, however it is I have to reach it. If last month my budget was 200,000 and this month is 300,000 I know I have to do twice more calls compared to the last month.

I set Goals, without goals you can’t start the race!

How i reach my goals?

Focus, Focus ( SEO for example )

Divide your budget in daily basis, it’s easier to reach 20 than 200, so go do the set goals, Without goals you cant start the race!

Listening, listening, and listening!!!!

Give the client what he needs, not what you have in your bag

Formula:

• Never settle for less
• Focus
• Listen
• Be your clients "best friend"
• Offers out
• Follow up
• Don’t take no just like that (why is he saying no??), Listen to them and fax the contract immediately!!
• Call them sometimes without sales pitches… have a conversation.
• Coffee is for closers. Always be Closing
  

Peter:

After being many years in sales I find that salesman are afraid of a discussion… I say to myself…why?? I think discussion should be welcome and appraised. I am not afraid of discussion I welcome them. For me success is define by number of calls and never taking a no personally. Everyday I go home and think… What can I do better tomorrow, what did I do wrong today,

I study the reason of why a client said no… is it really a no or a later to the situation??, how can we find the trigger for that client.??

Formula:

• Question,
• Listening
• Arguing (in a friendly way)
• Stay away from negative people that are always thinking about problems not solutions
• Get into the mind of your buyer
• Determination
• Open cards policy
• Talk their language
• Turn their answers into sales arguments-
• No- for Peter always means maybe.(9 out ten no’s is a maybe)

Hans:

It’s like football. You see the goal - focus - shoot. If you fail, try again. You get better every time and after some shots the goal comes. It works better with a good team.

I really try to listen and understand what the customer needs and not just present what I think I want to sell.

- It works best for me to go to a quite place 2 hours in the morning and in the afternoon and just be on the phone without any distractions whatsoever. Afterwards writing mails and proposals.
- I am not putting too much time in power point presentations - otherwise I never get out the right amount of offers. And not too many people have the time to read it anyway.
- After the sales is before the sales. So I am not bullshitting.
- I am using urgency when it is the right occasion and I don´t use it if I think the customer is not ready for it.
- I try to keep it simple.
- I always trying to get as much information from the prospect as possible and that way starting a dialogue.
- I try to understand all the technical stuff around it so that I don't give the impression of a "typical" sales person who just wants to sell.

- If I really want to have a customer, I am always fighting to get him. But I am not fighting for everybody.
- I am constantly over viewing my ways of working. Right strategy? Right product? Enough offers out? Urgency?
- Always using existing contacts.

- Maybe most important: Thinking about personal goals short term and long term. Writing them down. Quantifying. And then thinking about how to get there.
- Always trying to find solutions. First I try by myself, and then I ask for help.

__________________________________________________________________________________________________________________-

So team… now you’ve heard it!! It would be good if everyone share their opinion with me this way we create a positive environment here at our sales company.

We shoot high this month!

Do face to face meetings

Think positively

Set your goals

Plan to achieve it.

Never take no for answer

Listen to your clients needs!

Good luck!

Free sales letters

SEO COMPETITION / SEO COMPETION

I HEREBY ANNOUNCE A VALUED TRIP ANYWHERE YOU WANT!! FOR THE WINNER IN SEO DEALS!!

THE RULES:

1. You have to sell for more then 35,000 Dollars (As this is your budget)….

2. For anyone who overpasses that…

YOU WON THE TRIP!

GOOD LUCK

Free letter sales

HELLO TEAM,

HERE COMES THE NEW BUDGET FOR SEPTEMBER- I will assign personal meetings with everyone over the coming weeks. I want to discuss personal goals, actual situation, performance, etc, etc.

PLEASE SEND ME A LIST OF THE FACE TO FACE MEETINGS DONE FOR THE MONTH OF AUGUST (LATEST TOMORROW)

AS OF SEPTEMBER WE WLL BE IMPLEMENTING A CHANGE IN THE BUDGET… FROM NOW ON, WE WILL ONLY PUT ON THE BOARD PROFIT

NOT THE WHOLE AMOUNT-

THIS ALSO MEANS THE BUDGET WILL ONLY BE REACHED ONCE THE PROFIT AFTER MARGIN HAS BEEN REACHED.

!!!Good luck!!!!

Example free letter sales

Hello Team members,

IT IS TIME TO START SELLING! I WANT TO SEE SOME NUMBERS ON THE BOARD!

Today we initiate the month of November (PEAK SEASON FOR SALES, CHRISTMAS ETC) with the introduction of many new valuable players in the company. At our sales company we are extremely competitive and eager to know what you all have to offer and what you are made of! You are surrounded by some of the best sales people I’ve ever seen. I want to know who proofs to be the best!

As of this month we are starting to put together a bit more structure within our professional sales environment. It’s important that we start organizing our sales cycle with healthy pro performance routines.

First of all you were all hired as professional sales adults, meaning that your job and roles at our sales company are clearly defined within a performance environment. To help this understanding further… if you are given a target of 20,000 Dollars… we are expecting you to reach that target!. Of course we will be happy if you bring the business in… yet we are expecting you to reach the budget. That is not an option it really is your job and I am expecting you to organize your work accordingly, book meetings and don’t waste time with unproductive issues.

This month I am expecting you to reach your targets as if this was your own business!

By today I want you to send me a list of how you plan to define a strategy to reach your targets this month… A real strategy doesn’t consist of saying: “yeah I am going to sell” and “yeah I have a few things on the pipe” but rather a definable measurable structure.

For example any professional business environment would expect something like this:

My strategy this month consists of:

1. I will increase the number of offers to 5 per day making that an average of 100 offers in 1 month
2. I will increase the number of face to face meetings as they are more effective.
3. I will target a particular business sector as I’ve identified a need within that niche.
4. I will control my business hours with better organizational structure which consists of 3 pitches before lunch… 2 pitches after lunch.
5. I will focus on lead research from the hours of 4 to 5pm.
6. I will only target CEO's as oppose to Marketing Directors
7. I will organize my call backs in accordance to importance.
8. I will organize my desk work by creating 3 piles- (To do right away, important, least important). I will breakdown my list according to time limits
9. I will work on improving my pitch to a more personalized one
10. I will develop a competitive attitude… if my partner does 4 tomorrow I will do 5.
11. I will work on particular power point presentations for the clients reassuring that I am working on their behalf not mine.
12. I will break my months in weeks meaning I will do an average of 5000 dollars per week as target. If I don’t reach it I should enforce it!
13. I will implement new strategies… new methods of urgency, credible pitches, and customer oriented arguments. Etc etc
14. I will work on my weak spots while trying to enhance my good spots
15. I will adapt my pitch accordingly to the type of client I am talking to.
16. I will listen more, talk less.

These are a few among many strategies that I am hoping to receive in my desk today.

The same way I am defining the structure of what we are expecting I will also define what I am not expecting professional adults to do if they haven’t reach their sales targets. If you are constantly focusing on the following I will sincerely doubt that you will ever achieved your targets and goals… and it is through that same measurement I will ask you at the end of the month why you didn’t reach your targets. These are:

1. Talking negative about the company (It is disrespectful towards you, your team members and the ones that are focused on doing a good work).
2. Constantly chatting over the messenger.
3. Listening to music during working hours.
4. Talking to friends and family about how fun your weekend was.
5. Limiting your working hours from 8 to 5pm. Give the extra mile.
6. Constantly focusing on the negatives of the company…
7. Reading the newspaper from A to Z
8. Constantly talking to your team members
9. Gossiping your way from morning to evening… (It was ok in kindergarten and high school yet not here, this is business…! Needless to say we hired professionals not teenagers).
10. Interrupting your team members’ work with irrelevant comments and conversations.
11. Taking long coffee breaks and touring the facilities.

If anyone of you manages to reach its budget while doing this… I will personally admire your ability to sell!!!!!

I hope this clears out a bit of the expectations… You are all adults and we are obviously expecting this without the need of reminding you. It is not a coincidence that the same people do their budget every month! If I could pick 2 Peter and Lucas manage to overpass their budget every month… Please ask them what is their secret? They will probably tell you the same thing. Structure, structure, structure…Followed by positive ness and pro working attitude! Isn't that right Peter?

ABC- Always be Closing

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