Here's the model:
Windfall -> Hunter/Gatherer -> Farmer/Rancher
The idea is that most average sales folks are actually just reactive, especially in a growth market or if marketing is strong. They answer the phone and take orders - very nicely. In this Sales Maturity Model, I'm thinking we could put the right tools in front of folks, along with some pre-defined Profitable Routines that are specific to their company, products, and market, and move them to proactivity, then to real productivity (farmer/rancher), where the majority of their business is either repeat, or based on earned (not borrowed) credibility in the marketplace.
Thoughts?
Posts
In my company, we have all 3 types operating within the ranch our company has developed over a period of decades. 15% are 'lot dogs' simply wandering around grabbing low hanging fruit and burning through vaulable opportunities in the process. These sell 5-6 cars a month. 70-75% are hunter/gatherers working only their 'hot' opportunities in the 72 hour buying window. These sell 8-12 cars a month. Then we have 10-15% farmer/ranchers who never take a raw lot opportunity or inbound sales call because they're so busy caring for and cultivating their own client base. These sell 20-30 cars a month and earn well into 6 figures regardless of mkt. conditions.
ReplyDeleteI used to work for a software dev company in the banking industry. The sales guys would go to financial institutions and the conversation would go like this:
ReplyDeleteBank: We use FICO scores, why should we use your system?
Sales: Our system is better! We can show you good credit risks that FICO will miss.
Bank: Ok, here's some old data, tell us who the good credit risks are.
Sales: Here's your report.
Bank: Fascinating. Well, goodbye.
Sales: Whaa? But look at how much you'd make!
Bank: Doesn't matter how good you are. FICO is the only one I can defend to my boss/regulator/etc. But this was fun. Cya.
We had hunter/gatherers who flew everywhere but their character didn't seem to enter into it?
Our company developed the 'ranch' over a period of decades. Our sales staff: 15% are windfall types, (we call them lot-dogs) simply grabbing low hanging fruit and NEVER grabbing a ladder. These sell 5-7 cars per month. 75% are hunter/gatherers who work only the hottest prospects within the typical 72-hour window of interest. The best among these sell 8-12 cars per month. 10% are top professionals who never take a raw lot opportunity or answer a sales call because they're too busy serving and cultivating their own ever-growing client base. These sell 15 + cars every month and earn well into 6 figures annually regardless of market conditions. ALL have process guidance and tools available, and the opportunity to stand on the shoulders of Giants in rapidly developing their own top-flight book of business.
ReplyDeleteYou can led a horse to water, maybe even shove it's face in the trough, but. . .well, you know. . .