Personal Sales Coaching Program, also available is: Management, relationship and career coaching.

Have you ever computed what lost sales are costing your organization?

My 30-plus years research of the ratio of clients sales efforts to their sales income (regardless of industry, organization size, individual sales experience and market conditions) shows that the average salesperson has a 1 in 5 closing ratio on new prospects. If your salespeople are doing better, congratulations, if not, please read on.

Tens of thousands of ineffective sales calls are made every day by well meaning, but poorly trained salespeople. How many do you think are being made this week by your salespeople? The extrapolated cost of lost revenue in a year of these lost sales is staggering - to say the least. I have developed a simple formula that helps you determine how much actual revenue you may be losing by your sales group in a year. I recommend you compute this number - only if you are a hardy soul and on some kind of high blood pressure medicine!

1. Subtract the number of closed sales from the total number of presentations given to good prospects in a week by one of your average salespeople.

2. Now multiply the remaining number (lost sales) by your average sales income per closed customer (company average for all salespeople). Granted this number will vary, but it will give you a good indicator. If you don't know the average income per customer, I suggest you determine this first. This will now give you the total lost revenue for an average sales rep in a week.

3. Now multiply that number times the total number of sales reps in your sales force. This will give you the total of lost revenue for the week of your combined sales group.

4. Now, if you dare, multiply this number times 52 and, bingo, you've got the magic number of lost sales revenue in a year for your sales organization.

Here is an example for a typical rep in a sales organization:

- 15 appointments per week, 3 sales, 9 no sales.

- Average income (company average for all salespeople) per sale - ^$1,000.

- Lost revenue by this rep in one week - ^$9,000.

- If you have 10 reps, that's ^$90,000 in lost revenue in one week.

- Times 52 weeks - that's ^$4,680,000 in lost revenue in one year.

I only used ^$1,000 for an average sale. You can imagine what the number would be if your average sale is much higher!

I am aware that:

- every product/service has a different sales cycle.

- every product/service has more or less competition.

- some products/services require several sales calls to close the deal.

- every product/service has a different margin.

- every organization has more or less corporate resources required for support and sales costs.

- every sales rep has a unique territory and different potential.

- every sales rep has unique levels of competence and ambition.

But, the point remains, even if you use better than average numbers and favorable sales conditions to calculate your results, I GUARANTEE that your sales revenues per week and year per sales rep could be much, much higher.

The Personal Sales Coaching Program helps you reduce these lost sales and GUARANTEES your reps will dramatically increase their sales in a year, or the fee is on me! Here's how the Personal Sales Coaching Program works.

Once you have decided on the number of reps you want to participate, I follow the following six steps:

Step One: Personal interviews with sales management and senior management.

I interview each manager who impacts sales results (including senior management) in order to understand:

- your sales culture.

- your customers.

- your competition.

- your sales support staff activities.

- how the market place impacts your success.

- your products/services.

- your objectives.

- your marketing approaches.

- your pricing philosophy.

- your sales strategies.

- your organizational sales strengths and weaknesses.

Step Two: Personal sales interviews.

I interview and profile (you receive a 25 page report as a result of this sales profile evaluation) each sales rep in order to learn his/her:

- sales background

- sales strengths and weaknesses

- sales goals

- sales experience

- general sales ability

- overall attitudes

- sales potential

Step Three: Personal one-on-one travel.

I will travel for a full 10 hour day with each sales rep while he/she prospects, presents and closes prospects to observe, to offer feedback, to coach and to train:

- prospecting and probing skills,

- sales presentation style and approach,

- ability to handle sales objections,

- closing techniques,

- general attitudes during the sales process,

- general sales strengths and weaknesses,

- time and territory management.

Step Four: I provide you with a written summary of each rep?s:

- sales strengths

- sales weaknesses

- sales potential

- sales attitudes

- general sales skills

- on-going critical sales training needs

Step Five: Monthly individual TeleSales conferences.

Each month for 3 months following my travel day, I spend an hour on the phone with each rep to discuss: problems, challenges, approaches, what?s working and what isn't, and specific questions he or she has.

Step Six: Custom-tailored recommended personal development reading and listening program.

Each month for three months, each rep has a custom-tailored recommended reading and listening (audio tapes) program with one hand-picked book and audio album a month. He is required to write a monthly review on what he learned from each book and audio album, and how he is applying what he learned in the real world of selling your products and services to your prospects. This report is mailed to me with a copy to sales management

In addition to the above coaching sessions each rep will also receive:

- Attendance at one any of my 2-day Advanced Sales Seminars in Charlotte

- A custom sales coaching and training workbook.

- A year subscription to my weekly E-Mail Sales Tips.

- A Sales, Motivation and Success Assignment Workbook.

- Copies of 3 best selling sales books.

- A ten cassette sales audio album of my best advanced sales material

- Copies of my books Soft Sell, Sales Mastery and How to Sell More in Less Time

- Three audio albums by respected sales training experts.

I agree that many of these tasks and roles should, in many cases, be the responsibility of the sales manager(s). However, my experience and research shows that most sales managers spend very little time observing, coaching and training sales reps - either new or seasoned veterans. They are bogged down in paperwork, corporate politics, vendor relationships, hiring new reps and meetings of one kind or another. As a result, their reps are missing sales opportunities due to poor prospecting skills, ineffective sales presentations, poor negotiating skills and often non-existent closing ability.

If your sales managers are providing the above training, coaching, feedback and direction on a consistent basis for every sales rep in your organization, I would be greatly surprised. If they are - congratulations, I am confident you have a well trained, polished and results-oriented sales group that is getting you the revenues and margins you want. However, if they are not, just imagine how many sales are being lost today due to inadequate training, coaching, guidance and feedback.

The Personal Sales Coaching Program details:

- The investment in this program is ^$14,950 per sales rep.

- There is a minimum of 3 reps and a maximum of 10 reps for the program in a calandar year.

- The fee is due once the interview schedule has been confirmed.

- Travel expense will be invoiced as incurred.

- GUARANTEE: If you don?t believe that this program has contributed significantly
to a particular sales reps results, we will refund your full fee, no questions asked.

(This guarantee assumes that: 1. The rep is still working for you. 2. There have

not been significant negative corporate or market issues/challenges/problems that

have prevented a sales rep from increasing sales.)

This program is not designed to replace the need for effective sales management. Its purpose is to augment it through a one time, one-on-one individualized training and coaching session with 3 follow-up telephone sessions and three month programmed learning agenda.

From my perspective, you have two options:

One: You can continue to lose this revenue - week in and week out - indefinitely.

That could equate to hundreds of thousands of dollars, even millions, in a year.

Two: You can take advantage of my Personal Sales Coaching Program.

If you would like to discuss putting the Personal Sales Coaching Program to work for your organization, thereby dramatically increasing your sales revenues, please give me a call. My limit is two of these programs per quarter.

Before you dismiss this program too quickly - please consider:

If your average sales rep is losing even only one sale per week, that could equate to a great deal of lost revenue in a year. Would an investment of ^$15,000 per sales rep be worth it if you could increase his/her sales results in a year even by 30%? How about only 20%? Or even just 10%? Now multiply that increase times the number of sales reps in your organization - phenomenal growth in just one year!

I guarantee it! Remember, if your sales do not increase to your satisfaction for each participating sales rep within one year the fee for the program is ZERO dollars. Give me a call if you would like to discuss this program in greater detail.

Here's to your Successful Selling,

Tim Connor, CSP

President