Let’s find out what’s killing your time and is that normal?

Have you ever tried to train a sales rep and you come up with only the same few ideas on what they need to be trained on? It can be hard to really show a training scenario without actually being in a sale. I decided that I want to improve my Sales Inspector’s production. I get the vibe that it’s easy for me to say what to do in trainings because when we train they’re all hypothetical situations and roleplays. But saying the things I say DURING a sale are hard for some people to do. So I decided to PROVE IT… So far, in 63 appointments, I have sold $82,360. My inspectors average 4.5 appointments per day. On 22 working days at this pace, I will have sold $127,400. Bring on the AI: I’ve been wearing this bracelet with an AI voice recorder called Plaud. It records my sales stops, and writes down everything that was said. It gives and executive summary, a full breakdown of the appointment step by step, and it separates who was talking. So it can tell if it was me, the wife, the husband, their kid, etc… What’s next: Once I’m done running a route for 30 days, I will have real, believable results to share with my team about what’s possible. I will have a detailed log of every sale. And I will take all of the transcripts to chatGPT to have it rip down a whole new playbook for my inspectors to train them with. Using my sales word tracks, tactics during the sale, questions that brought value, aces I used to close the sale, and how much time I spent building trust, educating, and closing the customer. This is an unpaid pitch for you to use Plaud to create a real sales manual and duplicate yourself in a way that amplifies your training. Your bank account will thank you 🙏

And it cost me almost all of my profits… When I hired sales reps, I just made up their commissions. I didn’t know what my exact margins were. I just decided on what felt motivating for a sales rep and that’s what I paid for their sales. In retrospect, I look at that and wonder how the heck I didn’t see that as a problem?! And it cost me almost every bit of profit. Because as we grew, I made less and less money. It was backwards. And I knew it was a sore spot but I didn’t realize it was suffocating the business. Here’s my advice. Go through your services one by one. Analyze your margins. Then look at your marketing spend and your commissions. Those 2 have to add up to a simple number below CAC (Cost to Acquire Customers. (You decide what your CAC should be) Cost to service + Overhead + CAC = Expenses + Owners pay + Profits It sounds simple. But because it’s simple, don’t skip it. It’s the simplest math to keep you safe and protect your margins.

Far too often I hear sales reps get shut down on this objection. They feel like they’re intruding or being combative if the customer already has someone else doing that service. DON’T LET THAT STOP YOU! There are sooooooooooooo many why they would switch to you. You just need to feel out the conversation to find the reason. They will almost never spit it out in plain terms. Ask probing questions Agree with the positive points Take mental notes where the customer seems like they want better from their current company Then highlight those in your conversation as bonuses for using you.