Issue link: http://psai.uberflip.com/i/994700
W EEKLY EDITION JUNE 20, 2018 Survey of Sales Staff Reveals Rapid Change …continued By Karleen Kos, PSAI Executive Director This is something Wayshak emphasizes to the sales people he coaches: ask for introductions or referrals as often as you possibly can. Only 18.6% of salespeople are actually doing this today, but the ones who do are top performers. It's impossible to know whether asking for referrals makes it possible to be a top performer – or whether the best people just do it instinctually more of the time. In practice, it doesn't matter. The point is, ASK. In the world of portable sanitation, odds are good every bride knows other people getting married. Every general contractor knows subs you may not know. Making the request for referrals part of the customer service process for your business is a huge opportunity for salespeople who want to up their game – and if someone is reluctant to give you a referral, find out w hy. You may also get a window into how your company needs to improve. Sales Statistic #10 : Salespeople who spend more time on sales - related activities enjoy their job more Salespeople want to do their jobs. As you can see on the above chart, there's a n otable jump in job satisfaction between 3 hours spent on sales - related activities and 4 hours. Sales pros who spend 3 hours or less on sales - related activities have an overall average job satisfaction level of 3.45 (out of 5), while people who spend 4 or more hours a day on sales - related activities have a job satisfaction level of 3.8. What we can take from this is that salespeople who are doing more sales activity are more likely to be successful, and as a result of that success, they have higher degrees of job satisfaction. So take a look at what's on your sales team's plate. If they are good at selling, do what you can to have them focused on it and leave as much of the logistics and administrivia to others as is prudent. Sales Statistic #11 : Company culture and management effectiveness matter most to salespeople Whether you are looking for a new sales rep or just hoping to hang on to someone you value, you want to deliver what matters most to them. The item above tells us they want time to sell. But what else do they care about? CONTINUED ON PAGE 6 P AGE 5