SalesFitRx BLOG

SALES PROCESS INEFFICIENCIES LIMIT SELLING TIME: FIX IT!

Battling_Cage_302_shadowI know a young man, 10 years my junior, who played baseball every year from t-ball through college. He was confident he had a great swing by the middle of his high school years.

That was when a former major league all-star put that boy in his place.

It was at the Jim Rice Baseball School in Tampa, FL and Ron LeFlore was that pro player. Jason was the high school player who took exactly three swings in front of LeFlore before the pro stepped in and stopped the session of batting practice.

LeFlore gave the kid three simple steps, creating a far more efficient swing, and the kid went on to completely miss more than 20 pitches in a row.

Jason was frustrated, and he expressed it. Ron asked him a single question: “Between you and me, which one of us is a major league all-star?”

The kid sighed and the pro assured him that by the end of the week he would be hitting the ball better than he ever had only ifhe chose to trust LeFlore. Jason chose to trust him.

Friday morning came and LeFlore stood behind the batting cage as the kid stepped up to the plate. The first pitch came out of the pitching machine and LeFlore called out, “Left field!” The kid hit it to left field. Then, “Right field!” And a line drive shot over the head of the second baseman.

This went on for two dozen pitches in all, and every one of them landed wherever the pro commanded them to go.

The kid went on to lead his league the next year with a .543 batting average, as well as in several other categories. This came about because someone knew how to fix the inefficiencies in Jason’s swing.

I TOLD YOU THAT TO TELL YOU THIS…
Inefficiencies in your sales process are costing you more signed sales contracts than you may believe. The Ron LeFlore you need to fix your situation will be the voice that’s helping you spend more time in direct selling activities. Period.

CEO and Co-founder of Seismic, Doug Winter (@SeismicSoftware) wrote an article for @Entrepreneur magazine two weeks ago titled: Eliminate Inefficiencies in Your Sales Process So Your People Can Focus on the Sell.”

THE BIG IDEA
The big idea of Winter’s article is this:

“Knowing that content is the fuel to the sales engine, it would make sense to give the sales force access to the sales materials that help them sell from the place where they spend the most time: within their email, CRM or both.”

WHAT I LIKED
Winter makes his case without wasted effort. An article about correcting inefficiencies would not be as credible if it was longer than it needed to be.

In the article, Winter draws from a variety of sources to paint a picture of the truth; there’s a lot of wasted time and effort where a good thing has become a bad thing because it’s taken the place of the best thing.

That best thing is Selling Time.

Winter discusses this issue through the lens of content marketing and how it’s the fuel to the sales engine.

It’s a quick read, and the article can be an important part of the ammunition you need to bring about change in your sales organization (whether you’re a sales rep, manager, director or executive).

And yes, SalesFitRx is all about helping sales professionals, and sales teams, locate more selling time. If you haven’t yet looked into how the web and mobile app does this, I recommend finding out today. There’s also a 30 day risk-free trial available (no credit card required).

As for Jason, he was asked by the owner of the baseball school to stay an extra week, at the owner’s cost, and he did. Much like a week of pure selling time, this bonus week for the kid was pure profit.

LeFlore was able to further develop him into the player who went on to consistently frustrate opposing teams’ managers until the end of his playing days.

It was all because the kid was willing to make a change in order to achieve greater success. Will you?

[Reading Time of Winter’s Article: 2:30 minutes]


QUESTION ::: What types of work activities take up too much of your time each week?

Let’s talk about it…

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