Sales Funnel TVR: An Umbrella for a Sunny Day

Mark Sellers

Some divide the world into two types of people.  Those that pack an umbrella and those that get wet. What type of salesperson packs an umbrella?  It's the type that anticipates and is prepared for what could happen. This past year I had a couple of client situations where the unforeseen happened.  The salesperson lost a big account and suffered the consequences of lost revenue and missed quotas.  These were accounts that brought in from 15% to 25% of sales for the rep.  The pain hurt. It's not always possible to prevent big accounts from exiting, but you can take measures to limit the downside risk of the lost revenue when it happens.  How?  Sales funnel management can play a...Read More

Two Sales Lessons from the Great John Wooden

Mark Sellers

Recently I've discovered a new love.  Basketball. My 12 year old son came to me three years ago and asked me to coach his school team.  Not a good idea I said.  I don't know a thing about basketball.  However I do know a lot about over protective parents who want to know why Johnny doesn't get more playing time. With the help of a good friend taking the team's head coach spot I overcame my intimidation and accepted my son's request. Wow!  I can't believe how fun this game is.  I've learned 'x's and 'o's, offensive and defensive sets, press break plays and more.  I started playing in a men's league once a week when I'm in town and absolutely love it. After reading the book ...Read More

Sales Process: Why Sales Managers Really Need One

Mark Sellers

A recent bad experience trying to buy a sandwich in the airport reminded me of why sales managers need a sales process for deals or opportunities. What should have been a 45-90 second pitstop turned into a 6 minute delay.  That's like a dental check up taking four hours. The vendor's problems appeared to be a combination of poor systems (credit cards couldn't be processed correctly, bar codes weren't reading properly) and poor training.  The clerk got extremely flustered, called for help, couldn't find it, and eventually gave up.  I felt badly for her, later, when I stopped feeling badly for me. The customer service goal of most fast food/convenience type shops is to process the ...Read More

March Madness Sales Funnel Sadness

Mark Sellers

It's that time of year again...when some normally sane salespeople are rendered temporarily insane by a powerful force known as... March Sadness. What's sad about March, the end of it that is, is that it signals the end of one fourth of the year and with it the selling time that's disappeared like a quick shot of air freshener.  But it gets worse. The end of March reminds us of the fast closing window of the real selling season for this fiscal year.  In fact if you have a sales cycle that averages 6 months then you have barely 3 more months - Q2 ending June 30 - to add new TVR to your sales funnel for this year.  That's TVR for this year that could become sales for you this year....Read More

© 2013 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting

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