Ask These 3 Questions for Daily Sales Productivity
In sales, it is easy to get caught up in the “routines” of each day. You might even start to believe that the activity-driven items that you are focused on are actually getting you somewhere. This includes office and admin time, email, working on proposals, travel, on-line time, office conversations, and the list goes on. These are all requirements of our job, BUT they are not directly “sales impacting.”
To measure your performance, simply gauge your sales numbers and metrics. See if you are above your targets AND check to see that you are “consistently” above your targets! (You cannot have one without the other.) If you hit quota once in the last twelve months and are still bragging about it or if you are consistently performing at 70% and you are walking proud, then this applies to you.
The ASK 3 strategy is a simple approach that can have tremendous benefits. It keeps you accountable and allows you to prioritize and lead with the key tasks that are sales impacting. You can run the ASK 3 strategy with yourself or you can run it as a team in a group setting.
It is a 3-step direct questioning process to identify and start talking about, with clarity, the core sales impacting opportunities that will drive your performance each day. When you ask each question, you must answer it clearly and definitely. There is no grey area here, no long stories or excuses. It simply and effectively lets everyone know where they stand.
Every morning start with these three questions. You ask and then answer them one at a time. You cannot move to question 2 until you (or everyone) answer question 1. You must be specific and measurable when answering. You cannot use generalizations (“I’m supposed to call them”) nor can you use emotions to explain (“I think,” “I hope,” “I feel,” etc.).
What do I have to CLOSE TODAY? The closing meetings already set for “today.” The correct way to answer this question is to say an “account name” with “a meeting time” and “the closing revenue.” If you cannot talk specifically to this criterion, then you simply say “Nothing.” If “Nothing” is said, then you must go to Question 2. (Teams: Only after everyone answers question 1.)
What do I have to PROGRESS TODAY? The legitimate accounts you are working, that you can progress TODAY, towards closing in the near future. These accounts should have meetings that have already been attended. They should be qualified, with a specific follow-up call to action: Planning Meeting, Proposal, etc. You should be able to identify what you need to progress the sale and the date, time, and specific action of the next meeting. If you cannot talk specifically to this criterion, then you simply say “Nothing.” If “Nothing” is said, then you must go to Question 3. (Teams: Only after everyone answers question 2.)
What can I FIND TODAY? If you have nothing to close and nothing to progress, then you will need to find prospects to progress and close! The bigger question is why are you at #3?
ASK 3 is a solid starting point approach that, when used properly, will identify the weak areas, improve your forecasting, and directly impact your results.
To better understand the proper and strategic way to properly and accurately implement this and other sales strategies, consider scheduling a training session with your team or setting up a personal coaching call with Mike Rodriguez.
Want to learn more from Mike? Call 1-800-527-0306. Book Mike for your next sales training or event.