7 Ways You’re Decreasing Your Commission Checks
Insanity is doing the same thing over and over expecting a different result. So why do sales professionals often make the same mistakes without changing course?
Salespeople have a lot of hustle. It’s that drive to plow forward that separates us from the regular Joes, but sometimes it can get in our way because we forget about the small things that make a big difference. (Helping salespeople overcome these issues is one of the reasons why we created Spiro.)
Do you ever catch yourself committing some these mortal sales sins? They’re the ones that are killing your paycheck.
1. Forgetting to Follow Up in a Timely Way
I have a theory that the average person can focus on three things in any given hour — sales guys are dealing with hundreds. No shit we forget some things.
We’re all super busy, but not busy enough to forget to keep the ball rolling. Sure you follow up on your biggest deal, right? But what about the next 30 deals? Keeping that pipeline wide open is crucial.
Spiro reminds you in a funny way to get back to all the prospects that are going to give you the biggest return.
2. Working the Wrong Deals
Listen, not many of us sales reps majored in math. We focus on customers that a) yell the most, b) get back to us the soonest or c) are hot. Probably in that order.
You might also focus on deals with people you like the most. Even then, it’s a trap, because you end up putting all your eggs in one basket. Trust me, I know from experience!
The deals that will get you the most dough aren’t always the ones you focus on. No shame in having a little help to zero in on the big game.
What if you had some high tech machine in the background crunching the numbers on your deals and the time you spend on them? Yeah, that’s what Spiro does.
3. Not Touching Enough Deals
If you’re managing about 25 deals at any given moment, but only interacting with 10 or 11 (before using Spiro, of course) the odds get a lot higher if you actually freaking talk to all of them.
Imagine having a tool that makes it easier to reach out to more of your pipeline during the week with prompts that are integrated into your CRM, calendar and phone. Yeah, we do that.
At some level, sales is a numbers game. If you’re not talking to the prospects, they’re not going to buy from you.
We’ve seen Spiro’s users literally talk to twice as many prospects per week–because they don’t have to spend the time thinking and researching who to call. All of that is right at your finger tips with a simple CALL button.
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4. Writing Your Own Crappy Emails on Your Phone
While I’d rather do all my business on the phone talking to people — hey, I’m in sales, OK? — email is a necessity.
When I DO write emails it’s often in between sales calls, in the car, or waiting on line. Basically a lot of times they’re never finished so I don’t send them.
When you use Spiro half the work is already done. Our email templates give you the most common emails follow ups, meeting confirmations and more–you just tweak them.
We tested our templates and they have an 80% response rate! Click the “send email” button, customize, and boom. Done.
5. Not Confirming Your Sales Meetings
Three days before any meeting with a prospect or customer, Spiro will alert you to confirm the meeting, and suggest an email template for you to do that super easily.
Why? Well you don’t want to stand around picking your nose for 30 minutes waiting for a customer, right? Plus it’ll get the prospect thinking about you so they’re more ready to by.
6. Wasting Your Selling Time Updating Your CRM
I personally don’t know anyone who’s made more money by updating their CRM.
This is sort of a big deal for a lot of salespeople. “When am I supposed to update my CRM? At night after a long day of calls?” Well put — with Spiro, each call you make generates some text to be shoved into your CRM so your manager is off your back.
Use that time to make a few extra calls a day and guess what will happen? Your commission check goes up.
7. Not Being Motivated
Sales is a hard job. If you’re closing one out of four deals, then you’re doing a good job. But sometimes you need extra motivation to keep you closing those deals. And Spiro helps drive the activity that leads to connection, that then leads to more sales.
Spiro comes with 7 different personalities built in. Like coach who might say “Let’s see your ‘Can Do’ attitude. Pick up the phone, Bill, and call Christian.”
The fun alerts will get you motivated to push a bit harder, reach more prospects and close more deals.
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