If you stay in sales long enough, you realize that you cant fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales. If salespeople dont do the sales activities, the opportunities wont develop and sales wont appear. This is a predictable, yet simple equation. I believe it was Zig Ziglar who said, If you do the things you ought to do, when you ought to do them, the day will come when you can do the things you want to do, when you want to do them.

Last month I was reminded how some sales people try to bypass the sales activity with clever tactics, personality and networking. Sales can either be the hardest low paying job or the easiest high paying job there is. I also believe that success comes from the right mix of being smart about what is done and doing the right things.

Managing Sales Contacts and Action Plans

Waiting at the desk for the telephone to ring is not selling. Salespeople must be pro-active and make contact with prospects and customers. If you employ a sales system that records sales activity, the numbers and action plans will predict your sales growth. In sales, you need to know what the success metrics are. This requires an examination of your sales activity results and keeping track of the ratios of success.

When a salesperson monitors the number of sales calls they make to the number of appointments they get, this is an important success ratio. Keeping this data will help anyone analyze the sales activity. When the success ratios drop, or rise, you can often remember what you changed and learn from this. Unfortunately, you cant discover the ratios, if you dont have the sales activity numbers. Accurate sales activity numbers are critical to sales activity analysis. If you change a sales script just a little, it might change the outcome of your activity results. This is important.

Analysis of the Sales Activities

One of the reasons salespeople dont like documenting sales activity is because they dont understand the value from the analysis. Additionally, if sales activity numbers are inaccurate, they dont help. The important metrics in managing sales is the success ratios of where success and failure is taking place. Correcting and improving these metrics is where a smart salesperson can further improve and become a star salesperson.

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."