Sales accelerator program Self assessment

Transcription

1 The Sales Resilience Matrix is diagnostic and performance tool designed to help people in business to be more effective in their lead generation, selling ability, and prospecting. This self assessment tool establishes where your strengths and weakness lie on the Sales Resilience Matrix. The process consists of a series of statements that ascertain your level of competency with each of the 4 transition lines, being; Accountability, Persistence, Engagement and Relationship. With each statement, please indicate the degree it reflects you from: never, rarely, sometimes, often or always. Figure 1.1: Sales Resilience Matrix There are 5 questions in each section (20 in total). Allow one answer per question and tally your score at the end of each page. Good luck! Michael Licenblat, Sales Resilience Expert CEO, Bounce Back Fast

2 scoring 0 15: Unsuccessful. You have not completed this transition 16 19: Grey area. You may have completed this transition 20 25: Successful. You have completed this transition Your position in the matrix Column 1 Column 2 Column 3 Row 3 Row 2 Row 1

3 Accountability 1 I set clear and measurable monthly goals in terms of new clients, business revenue generated, and client conversion ratios 2 I am held accountable by someone/something other than myself to ensure that I meet my goals/targets 3 I remain motivated and driven to achieve my goals/targets and don't become complacent 4 I chunk down my goals into a written weekly and daily action plan with specific steps to take 5 I anticipate any issues that may stop me from achieving my goals/targets and manage these distractions and procrastination well never rarely sometimes often always Total Accountability score: Accountability Assessment: Weak: 15 or less Average: 16, 17, 18, or 19 Strong: 20 or higher

4 persistence 1 I contact a prospect only when I feel 100% sure that I am totally ready, so to avoid making a mistake or messing up the process 2 I avoid engaging the customer/client/prospect in in case the prospect rejects me 3 I don't feel comfortable in my ability or skills to contact to new prospects 4 I don t engage in much prospecting or lead generation activities, as it feels unprofessional, saleslike, or needy 5 I give myself reasons, justifications, or excuses as to why I shouldn t make contact with a client/prospect never rarely sometimes often always Total Persistence score: Persistence Assessment: Weak: 15 or less Average: 16, 17, 18, or 19 Strong: 20 or higher

5 ENGAGEMENT 1 My selling/prospecting calls and meetings result in new business leads 2 I proactively make calls/contact to new prospects or clients each week 3 I am confident selling my services to new prospects, or asking for referrals, over the phone or at an event 4 I relate well to people and quickly build a personal connection with each of my new prospects 5 I can engage people into a sales conversation, and handle questions and objections, with ease never rarely sometimes often always Total Engagement score: Engagement Assessment: Weak: 15 or less Average: 16, 17, 18, or 19 Strong: 20 or higher

6 RELATIONSHIP 1 I am in contact with my client base on a regular monthly basis 2 I follow a systemized client relationship building process 3 My clients see me as the expert, or go to person, in my field 4 I regularly send videos, audio recordings, or written resources about my work to my existing client base and prospects 5 People use my sharable resources to refer new clients to me never rarely sometimes often always Total Relationship score: Relationship Assessment: Weak: 15 or less Average: 16, 17, 18, or 19 Strong: 20 or higher

7 Scoring - Positioning To ascertain your position in the Sales Resilience Matrix, follow the following steps: COLUMN SCORE Step 1: Accountability Score If your score for Accountability is 18 or less, then you are in column 1. Go straight to the Engagement score section to calculate your Row Score (do not calculate your Persistence score, as you are in column 1). If your score for Accountability is between 19-22, then you may be in either column 1 or column 2. Go to the Persistence score section. If your score for Accountability is 23 or more, then go to the Persistence score section to determine your column position. Step 2: Persistence Score If your score for Persistence is 18 or less, then you are in column 2. If your score for Persistence is between 19-22, then you may be in either column 2 or column 3. If your score for Persistence is 23 or more, then you are in column 3. ROW SCORE Step 3: Engagement Score If your score for Engagement is 18 or less, then you are in row 1. Do not calculate your Relationship score, as you are in row 1. If your score for Engagement is between 19-22, then you may be in either row 1 or row 2. Go to the Relationship score section. If your score for Engagement is 23 or more, then go to the Relationship score section to determine your row position Step 4: Relationship Score If your score for Relationship is 18 or less, then you are in row 2 If your score for Relationship is between 19-22, then you may be in either row 2 or row 3 If your score for Relationship is 23 or more, then you are in row 3

8 Scoring - feedback Calculate your Grand Total score by adding up the 4 totals (Accountability, Persistence, Engagement, and Relationship) and you now have your Sales Resilience Assessment: GRAND TOTAL COMMENTS Overview: Your business is at a healthy stage and has a good flow of clients to support your cash flow. Maintaining your lead generation activity is vital to sustaining your revenue. Look at how you can refine and strengthen your client connections and relationship building activity, so to make your business more referable, or refer-friendly. Tip: Have someone external look at your business with fresh eyes and help you see where your business could improve. Use the RELATIONSHIP transition to find referral partners Overview: You have achieved some good success with your current skills, but there is still some room to improve and increase your business results. Your business may be at the stage of plateauing or where it needs a kick to get it to the next level. Your selling and prospecting skills/processes are good, but now need extending to keep growing your business. Tip: Immediately increase your prospecting activity. Have a look at what may be stopping you from reaching your fuller potential by using the PERSISTENCE transition Overview: Selling and prospecting may not come naturally to you, but you can learn these skills. You don t need to become an extrovert or marketing genius to be successful, To build a financially viable business, you need to focus your energy on developing a specific set of prospecting skills so that you can get in front of the right people and let them buy. Tip: Use the ACCOUNTABILITY transition and make sure that you know your prospecting numbers. Then work with the ENGAGEMENT transition to build your selling skills.

9 Sales accelerator program The Sales Accelerator Program builds high performance sales teams and professionals. The program teaches business owners, industry professionals, and technically orientated people, who either aren't comfortable with selling, or don't have a lot of experience in sales, how to become confident, competent and capable in growing their client base, and increasing their sales, in tough or competitive markets. In particular, you will learn how to stay motivated and proactive in your lead generation, bounce back from rejections & setbacks, become comfortable with the selling process, and systematically nurture your client relationships. The program is based moving you through the Sales Resilience Matrix (see Figure 1.1 on the first page). The program consists of 4 key components: a. Video Tutorials: There are 20+ video tutorials that teach you a specific step in one of the four transitions (Accountability, Persistence, Engagement, Relationship) from the Sales Resilience Matrix. You have access to all the video tutorials 24/7. b. Work Booklet: The work booklet is used in conjunction with the videos. Once you have seen a specific video, find the corresponding place in the work booklet to complete the suggested activities. c. 90 Day Implementation Program: To help you get results faster, the 90-day implementation program sends you a weekly which prompts you to watch a specific cluster of video tutorials and implement the strategies over the next 7 days. d. Expert Adviser Interviews: This is a resource of interviews from a Business Expert Adviser who will provide you with tips, insights, and ideas to implement in sales, marketing, networking, work of mouth referrals, motivation, relationship building, mindset, social media, and much more! e. Coaching webinars. Each month there will be an online coaching webinar that begins by reviewing one of the key components of the program, and then open up the forum for questions. This is your opportunity to receive one-on-one coaching on any aspect of the program for a full 12 months. For full details, visit

10 Program feedback "Michael Licenblat s program has helped to increase the business results of our Victoria team on several fronts. His coaching process and matrix methodology has helped our State manager and BDMs to increase their client base, secure market share, and surpass their 90-day targets. Michael s focus on measuring and implementing dollar productive activity has resulted in many thousands of dollars of extra business for our organization" Clive Kirkpatrick General Manager Mortgage Broking St George Banking Group As a result of the Matrix Training we have identified and acknowledged that increasing the weekly activities in particular, property inspections and open houses, we have created an increase in our sales activity and subsequently higher commissions. This has been very evident with our lower income producers who we have worked extensively with the Matrix training model and it has been successful. Drew Cahill, Director Dungey, Carter Ketterer Real Estate I highly recommend the sales resilience matrix as a tool for managers to break down conflict barriers and as an effective tool to driver team performance. The tools are very user friendly and the program itself has become a real part of our operational culture. Michael is an outstanding presenter and I would highly recommend his services for your next sales conference. Peter Lane, National Operations Manager Chemmart Pharmacy Vic Office Comparing the 6 months prior to the program to the 6 months during the program, my submissions went up by 20% Lee Godfrey Smartline Personal Mortgage Advisor, Victoria It has helped me increase my submission volumes Donna Campbell Smartline Personal Mortgage Advisor, Victoria

11 About Michael Licenblat In the world of business and sales, no matter how confident, competent or experienced you are setbacks are a part of every process. How well you handle those sales rejections, failures and problems will often determine how successful you are going to be. Michael Licenblat is a resilience expert who teaches people in sales and business how to bounce back from rejections and setbacks. Drawing on his background in Psychology, Shiatsu therapy, and over 25 years of Martial Arts experience, Michael has helped countless companies become 'pressure proof' and learn how to bounce back from the setbacks and rejections that would otherwise slow them down or wear them out. In Michael s high energy, interactive and very practical presentations, he demystifies what people need to do to become resilient to pressure in today s business world, and keep your drive alive when dealing with sales rejections, or difficult people or situations. (visit to see his show reel) Attendees will learn how to: Get over sales reluctance and the fear of rejection to become sales proactive Develop a resilient mental attitude to stay motivated even when you are feeling flat and defeated Stay focused and motivated when dealing with No, or other setbacks and pressures. Become emotionally immune to draining clients, customers and colleagues Increase their working stamina when working for hours on end without a break How to maintain confidence, optimism and enthusiasm when faced with setbacks or challenges - despite market you are working in Michael is an author is several e-books and CDs, his articles are regularly published in several journals, and has delivered presentations to organizations such as Toyota, REIV, Smartline Mortgage Group, MLC Insurance, St George, Coles Myer Ltd., Pitcher Partners, SEEK, Caterpillar, Maurice Blackburn, Maunsell, SalesForce, and Victorian Parliament.