Episode #7 The Point System
Coaching The Coach
Welcome to "Coaching The Coach," the weekly, less than 3-minute knowledge cast dedicated to helping senior sales leaders develop a team of masterful sales coaches. I'm John Hoskins, Author and Founder of Level Five Selling. In today's episode, we'll explore the power of the Point System a gem of a coaching tool you can give your frontline sales leaders.. The Point System is a sales coaching tool I've introduced to many sales leaders. The beauty is in its simplicity.
It is especially useful with new reps who have very little, if any, base business in their territory.
However, I know seasoned veteran sales pros who continue to use the system because it keeps them honest about their sales activities.
When you are a new rep you want the satisfaction of hitting some numbers (knowing quality activities will ultimately lead to opportunities, contracts, and revenue); it’s a way to stay motivated while ramping to full productivity.
Here is how it works.
First:
List the type of activities in your sales process. For example, targeted prospecting letters, emails to key contacts, online demos, sales calls conducted, proposals submitted, presentations made, referrals obtained, appointments booked, —even possibly as many as 10 points for an order received or contract signed.
Next:
Apply a point value to each activity and set a weekly point target of 30 or 50 points depending on your industry and the type of territory managed. Reps love this because it goes beyond the traditional “results” metrics; they are accountable for it, and it gives proper recognition for hard work.
This is also a self-managing tool because if it’s 4:00 pm and you know you must average ten points a day, and you only have five, you get on the phone, write a few prospecting letters, or get a referral to raise your average score.
Celebration is achieved with an easy scorecard to measure daily success.
At the end of the first month, you will have enough data to begin to see trends increasing the number of quality sales calls your force makes. You will also see a higher gross potential revenue and expected value forecast in the pipeline. Have your frontline managers give it a try.
You'll be pleased with the results, and so will their reps!