Why Payroll Salespeople Need To Keep Score
By Glenn Fallavollita, President - SellMorePayroll.com & Drip Marketing, Inc.

• Word Count: 197
• Read Time: 56 Seconds

There is no getting around it; the payroll sales profession is a numbers game. And as with all games, you need to keep the score of your wins, losses, and other vital sales performance statistics.

Unfortunately, many salespeople (and their sales leaders) don’t have the discipline to track their sales activity or performance. Specifically, they do not:

• Keep score of what they are doing each day/week.
• Track the right type of sales metrics, i.e., proposals sent, proposals closed, order value, etc.

Although a proposal pipeline report is the lifeblood of a salesperson, all payroll salespeople need to track:

1. Proactive sales activities, i.e., outbound calls made and networking meetings.
2. The number of appointments, demonstrations, and/or webinars scheduled/completed each week.
3. Proposal/quote closing ratio.
4. The prospects that represent their short-term sales opportunities.
5. The size of their e-mail marketing database (this is critical to a salesperson's sales success).

Here’s The #1 Reason Why You Need To Keep Score.

Tracking the right sales activities exposes all the under and over-performing areas for a salesperson as it's critical to a salesperson's short/long-term success; therefore, I recommend having an accountability friend or team leader to help a salesperson stay laser-focused on their sales goals/quota.

About The Author:

Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.

Additionally, Glenn is the president of SellMorePayroll.com and Drip Marketing, Inc. and has written 50+ whitepapers and three sales/self-marketing books; Supercharge Your Payroll Sales NOW!, Stop Whining AND Start Selling, and Drip Marketing: A Powerful New Marketing Strategy That Gets Prospects To Buy From You. He also writes blogs for LinkedIn and other national websites.

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