Sales Best-Seller Says The Key to Success is Less Sales Activity
Can you sell more while working less? Yes, according to New York Times best-selling author Frank Rumbauskas, if you know how, that is.
"It sounds counter-intuitive, but salespeople who are making the most sales tend to be the ones doing relatively low sales activity," he explains.
According to Rumbauskas, poor sales numbers aren't necessarily the result of insufficient sales activity. On the contrary, he says, it's all about that old cliche, quality over quantity.
"Far too many sales managers are overly obsessed with activity, insisting that their salespeople make 50 or 100 cold calls each and every day. What they fail to miss out on is the simple fact that more activity isn't the answer -- it's about eliminating activities that don't produce a very high return on time invested."
He goes on to mention the Pareto Principle, also known as the "80/20 Rule," although according to Rumbauskas, it's more like 95/5.
"Most salespeople devote their prospecting time to cold calling, but the problem is that cold calling has the lowest success rate, typically around 1% on average, and up to 3% for those who are really great at it. But even 3% success means 97% failure, making cold calling the least effective of all sales activities.
Rumbauskas concludes that salespeople can easily and exponentially increase their sales results by dropping cold calling from the activity plan and replacing it with more productive activities. He says, "One can use LinkedIn -- alone -- and get exponentially more sales than one would get cold calling."
To learn more about Frank Rumbauskas and his Never Cold Call Again sales philosophy, see Frank's blog at http://www.nevercoldcall.com/blog/
FJR Advisors, Inc.
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