The Problem with Veteran Salespeople
As a manager and owner of an eight store chain for many years in Texas I can’t tell you how many times I ended discussions with a strong personality from my sales division and even though the buck stopped with me sometimes you both have to agree to disagree.
If you tell a store manager or veteran salesperson that their closing ratio is lower than they think it is, you better be able to support it with facts or don’t even start the conversation.
I had a sales manager once tell me that he had three of his top salespeople come up to him and inform him that corporate headquarters was clueless about how to advertise and that if they didn’t get it together and bring in more traffic we will all be forced to leave for greener pastures.
This sales manager then said: Let me show you all something about the last couple days that might surprise you. We have 12 salespeople on the sales floor on average every hour and if you look at these photos we have had over 150 customers per day and our overall closing ratios are less than 10%.
Here’s the primary difference between a standard infrared traffic counter (body heat detection) such as Shopper Trak, Prodco and all the others, the traffic counts they give you can’t be verified and some are manually adjusted before you see them so that they always look good. But how can you trust them?
With TRAX you simply select and grey out the salespeople and other non customer pictures and all reports are then extremely accurate. W. Edwards Deming once said: “Without facts you are just another person with an opinion”. And John F. Lawhon said: “If you can measure something, you can improve it”.
Give me a call and let us show you how to dramatically inspire your sales teams and help them improve their performance.
713-466-7177 or 888-534-1253