In explaining the near limitless advancement possibilities for the Coca-Cola corporation, the late fantastic ex- President of Coca-Cola Robert Goizueta would oftentimes tell his troops: “Each of the world’s six billion people drink on average SIXTY-FOUR ounces of fluids a day…of which TWO ounces is Coca-Cola” This “sixty-two ounce upside” caught the essence of his message and strengthened the core belief that Coca-Cola had a near limitless advancement opportunity. Goizueta was particularly skilled at taking a complicated concept and communicating it in a clear visual, yet uplifting way. He was a true “visual sales leader“. Do you do the same with all your salespeople? Visual sales leaders utilize memorable basic ideas to make it completely clear just what is required to get done. They do it in easily understandable terms. The simpler…the better. But they make it unforgettable. If you possibly can distill your entire market right down to its important visual elements, and then MONETIZE it so that your sales team can comprehend it without question…then, watch out. Let me give you an illustration: *You sell a specific kind of women’s dress *The total market did twenty four million dollars for your sales district in 2008. *Your total 2008 sales were actually four million dollars. *Your market opportunity = twenty million dollars *Each of your own 10 sales reps has a $100,000 quota to accomplish their particular sales goal. (Although I've never sold dresses in my life), a visual sales leader might tell you something like: “When you put 1 of our dresses in the hands of ONLY 1 from every two hundred women dress shoppers as part of your entire geography in that case, great job…you achieve your quota” “But…if you put one of our dresses in the hands of 1 out of from every 100 female dress shoppers in your whole geography, in that case great job…you just hit sales stardom” Basic? That's right. Effective. Definitely. With this example, you are simultaneously “leading visually”, while simultaneously “Setting the Bar Higher” . Visual leading cuts through the crap…while strengthening the predominant sales messages so your sales reps will keep their eyes aimed at the reward. And the prize is the “sixty-two ounce upside”… To get even more helpful information on sales management, visit our site all about sales management training.
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