The greatest waste of sales person’s time is the deal lost and more specifically the deal they come second on.
Priority needs to be given to the business opportunities we can and would want to win. Chasing all deals is unproductive and may result in us overlooking the hot ones, by wasting time on the low value sales.
Our time, the most precious commodity of all, is as important as that of the boss of our largest customer – we have an absolute right to decide where we invest our time.
So is there a systemised way we can objectively qualify which opportunities we spend time on?
It all comes down to SCOTSMAN:
Solution – can we technically / physically meet the need?
Competition – does my competition have an unfair advantage against me?
Only Me – what does the client perceive is unique about us?
Timescales – is it too near or far for us to be involved now?
Size – to small or to large to be viable for us?
Money – do they have sufficient real, spendable budget?
Authority – what is the decision making process?
Need – What are they looking to achieve?
Score each of the above 0 to 9; full score= 72=deal! Low score= do we have better scoring opportunities to work on? Through the process we’ll have certain areas where we are weaker than others; this is where we focus our energy to improve that score.
SCOTSMAN is a simple common language that can be understood across the organisation – now the technical folk for example, can quiz you on the qualification of a deal before they invest their time to help you.
About ActionCOACH
Brad Sugars founded the brand Action International in 1993 when he realized there was a disconnect between business advice and implementation. The answer was Action! Brad Sugars created a business coaching company so that business owners throughout the world can realize their goals in business. Today the company is known as ActionCOACH. To learn more about business, visit Brad Sugars Review blog!
Reason #1: Different styles and methods of business coaching don't work for everyone
It's important to be honest with yourself and conduct a realistic assessment when it comes to business coaching. Though business coaching can have many benefits, it might not work for everyone.
Every individual brings their own experiences and values to the coaching dynamic, so results will vary. Additionally, some individuals might need more than just a coach. They might also need specialised knowledge or communication strategies specific to their industry or target audience. Below are a few key factors to consider:
Reason #2: There is no clear focus or vision (talk about time dedication here too)
cIt's important to be honest with yourself and conduct a realistic assessment when it comes to business coaching. Though business coaching can have many benefits, it might not work for everyone.
Business coaching is an effective tool for developing a clearer focus and vision for growing your business. A good coach will help you to take a comprehensive look at your strengths, weaknesses, and available resources that can be used to reach those goals. They will also help you draw up action plans with step-by-step instructions to get there.
By providing honest feedback and being patient throughout the process, a business coach can make sure that you’re on the right track. This will enable you to set realistic milestones and tasks.
These tasks may need dedicated time outside of coaching sessions. For example, a coach might help a client develop a marketing strategy or implement new systems for managing employees. However, if the client does not have enough time to devote to these tasks outside of coaching sessions, progress will likely stall.
Both the coach and the client must have enough time available to reflect on past experiences, brainstorm new solutions, and test out different strategies. If either party is rushed or distracted during coaching sessions due to other commitments or obligations, they may struggle to fully engage in this process.
Effective business coaching also requires a commitment to regular meetings and ongoing communication. If either the coach or the client does not have enough time to dedicate to these meetings, progress may be slow or nonexistent.
It's important to recognise that business coaching is an ongoing process that takes time to yield results. While some clients may see improvements after just a few sessions with their coach. Others may need months or even years of consistent effort before they begin seeing real changes in their businesses.