Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Paul has an eight-person sales team that sold an average of $500K per sales person. When he brought me in, he didn’t need a motivational sales speaker, he needed a strategy to increase each sales person’s performance over the long run.
Sales motivation was only half the problem–the other half was what Paul was tracking. In order to increase a sales team’s performance, an organization must make two changes:
When I first came into Paul’s company, sales people were making between zero and 10 dials per day. Most of their time was spent following up on incoming leads, which were sparse. All Paul was tracking were sales numbers, not output. We changed that.
Once the focus shifted to tracking sales prospecting output, the sales people needed a plan to follow. Their prospecting playbook included making 20 dials to old clients each day, asking for five introductions a day, and going to two networking events per week. These were the most important tasks during their week.
Within just two months, we had more than doubled the sales teams’ output and increased monthly sales by 45%. It wasn’t rocket science–we just focused on output, rather than their sales numbers.
Higher sales prospecting output will always lead to higher sales. They are directly connected, and more importantly, output is much easier to manage and track. There is always an excuse for lower sales in a month, but there is never an excuse for not making one’s dials or not asking for introductions.
So, the very simple solution to doubling a sales teams’ output is to focus completely on that output to provide the team with a prospecting playbook.
How do you increase sales output at your organization? Please share below.
About the author