February 5, 2020

Executing sales successfully is both a science and a art – a truth I discovered while knocking on doors back in college.

The scientific element of sales revolves around best practices, and includes:

  • identifying the Steps of the Sale,
  • translating those steps into the right activities, and
  • measuring the patterns that emerge when you carry out those activities – like knocking on doors, for example

The artistic aspect of sales, meanwhile, refers to how skillfully you perform the steps involved. The higher the level of conversation you generate when someone opens their door, for example, the better your performance will be.

Using both science and art to identify YOUR company’s top key performance indicators is essential for several reasons.

First, tracking and measuring sales performance lets you recognize personnel who are underperforming.

Secondly, by understanding where the weak points reside, you can provide training opportunities geared directly toward increasing performance. This practice of “training to the numbers” is a proven way to develop your sales team by training to its weaknesses.

Finally, by following sales patterns you can learn what works best and what doesn’t.

When I started my cable television sales job back in college, I was earning $0.84 per door. By the time I left it behind, I was earning $0.96 per door! The simple combination of science and art allowed me to develop a predictable sales system that worked every time.

About the author 

Patrick Ryan

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching© a Certified Practitioner of Market Force’s Survival Instincts© program and the innovator and designer of the Solutions to the TOP 4 Sins of a Salesperson.

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}
Patrick Ryan - Eureka Perfromance Training - Sales Case Study

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching© a Certified Practitioner of Market Force’s Survival Instincts© program.

Sales Case Study

Learn How We Made $13,481,713 in Revenue and 1,612% ROI

A case study outlining how we achieved $13,481,713 and a 1612% ROI by implementing our systems and processes for one of our clients. Within 6 months we had all the vital pieces together:

  • CRM and Sales Playbook in place.
  • Roadmap along with a Strategic Sales Plan.
  • Traking and Measuring the results.
>
Patrick Ryan - Eureka Perfromance Training - Sales Case Study

 Learn How We Made $13,481,713 in Revenue and 1,612% ROI

A case study outlining how we achieved $13,481,713 and a 1612% ROI by implementing our systems and processes for one of our clients. 

Patrick Ryan is CEO and President of Eureka Performance Training and is a Certified Sales Coach with Leverage Sales Coaching© a Certified Practitioner of Market Force’s Survival Instincts© program.