A Scorable Sales System to Simplify your Sales Process

How do you keep track of your sales efforts?  There is never a shortage of things to do in sales.  Is what you’re doing productive, or is all of your hard work still leaving you stuck in the mud spinning your wheels?  Do you have a simple way to keep track of your productivity?

Sure, you probably have some sort of CRM system that you’re using at work.  You’re logging your calls, your emails, your presentations…  Your company may have a formalized sales process that you’re working through, but KPI’s can be ill-defined, and an obsession with data can make them overly complex.  While the sales cycle for your product or service likely has its idiosyncrasies, in general there are only four steps:

  1. Identify your prospects
  2. Get on their schedule to meet
  3. Have a meaningful exchange and discuss the value you provide
  4. Obtain a commitment to work together

I had been carrying a bag in the field for a few years, and I was not lacking things to do.  Regular customers needed to be visited, inventory needed to be checked, paperwork filed, and a I was making lot of service calls.  I was busy 50-60 hours a week, but my sales were sluggish.  I was struggling to see how I could work any harder to manage to grow, and I was miserable.

A Hidden Gem

I stumbled across How To Become A Rainmaker by Jeffrey J. Fox, and picked it up.  It’s a quick, simple read, and inside I found a valuable point system.

From the book…

Assign one point to step 1, two points to step 2, three points to step 3, and four points to step 4.  Work every day to get a total of four points, in any combination of steps.  If you tally four points per day, you will never run out of prospects, your pipeline will always be full, you will never have a slow period, and you will always be making rain.

Yeah, Right…  

When I first read it, I immediately dismissed it.  Sure it made sense, but it was too simple (or at least that’s what I told myself).  I set it aside.  A few months later, I found myself with a new job and a fresh opportunity to change up my routine.  So I decided to adopt this approach.  I tweaked the system a little bit to fit my process, and settled on a weekly point total of 25 (I’ve been called an overachiever…).

Within weeks of employing this system, my effectiveness was off the charts, and everything seemed like a win.  I doubled the business in my new position in less than six months.  When I looked back at my calendar from my previous job, what I was doing in those 50-60 hours a week was netting me about 10 points per week.  Now I was averaging 30 points a week in half the time.

Think about that… I doubled my business in half the time because I was focused on the right things.

The Results Were More Than I Bargained For

Once I saw this system work, I began to trust it.  I began to schedule points in my calendar, and I got into a groove.  Instead of trying to be busy with tasks all the time, I was able to focus on the activities that mattered.  Instead of wondering if I was doing enough, I was able to quantify what ‘enough’ was.

I felt better.  My wife looked at me after a few weeks and said, “It’s good to have you back.”  I didn’t even realize I had been gone!  I’d found some balance.  My stress levels and blood pressure were down, and my family enjoyed having me around a lot more.

Sales is hard, but it doesn’t have to be as complicated as we often make it.  This simple nature of this system helped me understand that.  Once I put it into play, the rest of the pieces fell into place.  I know this system can work for you too.  Give it a shot, and call me if you want help adapting it to your process.