Sales Prospecting for R.O.T.I.

There are many sales strategies for sales prospecting out there, but few that focus on Return on Time Invested (R.O.T.I.). When you realize the importance of time and the amount of prospects out there, you need to maximize your ROTI. Therefore you need to implement a sales strategy for your sales prospecting activities so that you actually do get a return on your time invested.

There are a number of sales strategies out there to increase your sales prospecting activities. But activity is not a sales strategy. A sales strategy for sales prospecting is a clearly defined process that can be monitored and measured on results.

Therefore, look at your past results. What was your best sales strategy, and when did you get your best sales prospecting results?

Whether you are sure or not, develop some criteria - revenue, margin, profitability, volume, brand, etc. - to determine the distinguishing characteristics between your best producing customer (A), your medium (B) and your lower producing customer (C).

Let’s refer to you best customer as an A - your top producers. The 20% who give you 80% of your business. They are absolutely necessary to have. Without them you would be out of business. Yet, does your sales strategy include sales prospecting to this level of customer, or are you just too busy with the convenient (C) customers to get to this level?

It is usually at this level where sales people spend most of their time - where they are not getting the maximum ROTI from their sales prospecting efforts.

So, go to your data base and gather all the qualifying As, based on the criteria developed above. Take a look at them and identify what they have in common. Paint the picture of an A.

Do the same with your medium producers, the Bs - beneficial customers.

Now map these profiles into the market place. Where will your find you’re A and B type customers?

Now that you know where to find you A and B type customers, put your focus on them. That is where you will get maximum ROTI, in addition to working your existing B producers to become A.

Let the Cs, that have been taking up all of your time, be handled by telephone, web or junior sales staff.

The bottom line - Your time is limited. You need a sales strategy for sales prospecting to maximize your ROTI. To maximize your ROTI have a sales strategy that will focus on type A and B sales prospecting.

Tags: increase sales, marketing and sales strategies, sales tips, sales techniques