| Having Sales PMS? | | | | New DataBase Entries 1 |
| Yes, that's right PMS! Actually I'm quite fond of PMS. In | | | | Sales Made 1 |
| reality, I have PMS all over the place: in the air, when I | | | | Referrals Asked For 5 |
| fly my airplane; in the gym when I workout; in the wide | | | | ___________________________ |
| open spaces while mountain biking for a long ride. I | | | | Daily PMS Total 29 |
| have PMS for my sales training company, and most | | | | STEP TWO: |
| important, I have PMS each and every time I go home | | | | Understand WHY your SalesCoach would ask you to |
| to see my beautiful wife and partner, Pilar! | | | | do such a trivial task as determining your daily PMS. If |
| PMS keeps me safe and proficient when flying my | | | | you were my client, or enrolled in my "ESP" - |
| airplane. When weightlifting, PMS provides me with | | | | Executive Sales Coaching Program, I guarantee you |
| physical and mental strength. When mountain biking, | | | | will have a complete understanding of the differences |
| PMS supports my lean, fit body. Professionally, PMS | | | | between Major and Minor Activities: a Major Sales |
| for my sales training company keeps me focused and | | | | Activity is "Revenue-Producing" and a Minor Sales |
| my revenues high. And at home . . . my PMS gets me | | | | Activity is "Non-Producing". |
| out of the dog house and into my favorite part of the | | | | Many sales people, regardless of their industry, stay in |
| house. | | | | "minor activity" because it is comfortable. If you are |
| PMS stands for "Personal Minimum Standards". If you | | | | truly serious about achieving higher levels of sales |
| are a sales person, do you have PMS for your sales | | | | success, you will place a high level of significance on |
| production? As a sales manager, do you have PMS | | | | your daily PMS. My "A" and "B" grade level sales |
| for your sales team? If not, then the information given | | | | students earn those high marks because the majority |
| here will provide you powerful tools and ideas that will | | | | of their day is spent on CORRECT, productive |
| help you have high levels of PMS! | | | | activities. In fact, "A" and "B" student do minor activity |
| Sales people are an interesting group. Even though I | | | | only AFTER the major daily PMS goals have been |
| conduct sales training and sales consulting regularly, | | | | achieved. |
| observing sales personnel is an ongoing education in | | | | When you "get" the differences between Major and |
| human dynamics. Daily, I have the pleasure of working | | | | Minor and you form the habits and disciplines to take it |
| with front-line salespeople, mid-level sales management | | | | to the next level, you are on your way to success, |
| and CEOs across the country. Only a few of the | | | | guaranteed. This only happens to those who are |
| sales people and sales managers break through and | | | | REALLY SERIOUS about their sales success. |
| become highly successful in their specific sales | | | | STEP THREE: |
| industries while the rest remain average. There is | | | | Print out the FREE the Chuck Bauer Weekly PMS |
| always a small group of strivers who are willing to | | | | Chart - The chart works this way: |
| work hard to achieve success. Know this: Highly | | | | You will find that Chuck's PMS Chart is in a MSN |
| successful sales people HAVE PMS! The rest of the | | | | Word format. That gives you the ability to change the |
| sales pack does not! | | | | PMS Categories to fit your own sales method of |
| Sales people in general follow the 80/20 rule; 80% of | | | | operation. |
| their time is spent "dinking off", while the other 20% of | | | | Weekly, on Sunday evening, take about 5-10 minutes |
| their time is spent in revenue-producing activities. The | | | | before you go to bed, find a quiet place in your home, |
| highly successful salespeople reverse the trend: they | | | | home office or study and fill in the Weekly PMS Chart |
| spend 80% of their time producing revenue. If you are | | | | for the following week. Average or below average |
| reading this, and say to yourself "I would never dink off, | | | | sales people will fill out the chart "just to fill it out." |
| I am too busy . . ." I'd have to ask, "Too busy doing | | | | Those salespeople who are striving to become more |
| what? Are you doing busy work all day, instead of | | | | successful will give serious thought to getting their |
| productive activity?" Know this: Generating NEW | | | | upcoming sales week started correctly. |
| business is the life blood of any sales organization. If | | | | Obtain a three ring spiral bound notebook and print out |
| you are spending 80% of your day being busy, | | | | 50 of the Weekly PMS Sheets; that will take care of |
| maintaining existing or old clients/accounts, then you | | | | your time for the next 12 sales months. |
| might re-examine the reality of your 80% world. If you | | | | Focus on what your TOP 20 Major Activities will be |
| are in that "maintenance" or comfort zone, and not | | | | for the upcoming week. |
| adding new business to your plate or your company's | | | | Write out your target number for each of your daily |
| plate, then use your new PMS to get started on new | | | | PMS. |
| business today. | | | | The Weekly PMS Charts include an hour-by-hour |
| Having "Personal Minimum Sales" Standards is vital to | | | | tracking mechanism for each day. Each hour of the |
| a successful career in sales. Your PMS guarantees | | | | work day, write in that space what you did in that hour. |
| that you will become Sales Distinctive. Your PMS will | | | | Be honest: if you were surfing the net on personal |
| establish great habits and important disciplines which | | | | stuff, write it down. If you were closing a sale for that |
| help you stay focused and on-track, towards the | | | | hour, then write down "closing". |
| highest level of success. Follow the next three simple | | | | When arriving at your office on Monday morning, ask |
| steps to help you establish your PMS. | | | | one of your sales associates to sign the bottom of |
| STEP ONE | | | | your Weekly PMS chart and ask that person to hold |
| To establish your PMS right now, today, first review | | | | you accountable to your weekly PMS. |
| the following list of Daily PMS: | | | | POST your chart on your wall in your office - |
| - Pause and ponder each one and then apply some | | | | somewhere close to where you sit. It will serve as a |
| significant thought to which ones will propel you to | | | | constant reminder of your daily PMS, and help keep |
| higher levels of sales success. | | | | you on track. You also need to track and write down |
| - Check off the ones you could implement right away | | | | your activities through the day to see how your |
| and then do it! | | | | actions compare to your planned activity. |
| - Figure out your daily PMS Number. Remember, these | | | | At the end of the day, play back your sales |
| will be your MINIMUMS for each specific activity that | | | | performance. Review your PMS. The results should |
| you have marked off. There are blank fields below for | | | | either applaud you or prod you. This should help you |
| you to fill out your own minimums. If you think of other | | | | prepare for being more productive on your next sales |
| items that will work more efficiently for you, write them | | | | day. |
| in the spaces provided. Make changes if they will fit | | | | At the end of the week, take inventory and highlight |
| your sales method better than the ones provided. | | | | 1-2 Major items that you can focus on for |
| CHECK OFF YOUR DAILY PMS OPTIONS THEN | | | | improvement the following week. |
| ADD THE NUMBER OF SPECIFIC MINIMUMS | | | | At the end of your sales week, get two highlighter |
| _____ Cold Calls | | | | pens. My personal preferences are ORANGE and |
| _____ Warm Calls | | | | GREEN. Go back through the hour-by-hour tracking |
| _____ Client Approaches | | | | mechanism and the hourly boxes that were MAJOR |
| _____ New Client Approaches | | | | revenue-producing hours - then fill them in with the |
| _____ Meetings Scheduled | | | | GREEN marker - GREEN for money. For the hour |
| _____ Meetings Held | | | | blocks that were non-revenue producing, fill those in |
| _____ Times REALLY Listened to a Client | | | | with the ORANGE highlighter. Be honest. MOST sales |
| _____ Referrals Asked For | | | | people will have about 20% of their blocks filled out in |
| _____ Referrals Given | | | | green; the other 80% will be orange. If you have been |
| _____ Specific Client Needs Asked_ | | | | honest in your scoring, you might find some room for |
| _____ Specific Client Challenges Asked | | | | improvement on how you are spending your time. |
| _____ Sales | | | | If you need to spend time thinking about a task to |
| _____ Data Base Entries | | | | determine if it is a Major or Minor activity, then it is |
| _____ Birthday's Asked For | | | | usually Minor. |
| _____ Hobbies Asked About | | | | PMS is a great thing. You can also apply these simple |
| _____ Passions Asked For | | | | PMS techniques to your spiritual life, your relationships, |
| _____ Random Client Touches | | | | your finances, your health and fitness and your |
| _____ Thank You Cards Sent | | | | physical environment. Imagine what advances you |
| _____ Marketing Pieces Sent Out - E-Mail | | | | could make if you had PMS established in all these |
| _____ Marketing Pieces Sent Out - Mail | | | | significant life categories, in addition to your Sales PMS. |
| _____ Crazy Mail Sent | | | | Remember this adage by SalesCoach Chuck: "It is not |
| DAILY PMS EXAMPLES: | | | | important where you are today with your sales. It is |
| Warm Calls 15 | | | | more important where your sales will be a year from |
| Cold Calls 3 | | | | now!" If you follow the PMS method of operation |
| Meetings Scheduled 1 | | | | outlined here you will be well on your way to higher |
| Meetings Held 1 | | | | levels of success and personal sales revenue, |
| Random Client Touches 2 | | | | guaranteed. |