Problems & Solutions

From a sales and prospecting view there are 5 big concerns that impact production.

1. Low activity.
2. Low contacts.
3. Low presentations.
4. Low conversions.
5. Low clear ratio. (sit ratio for a call center employee)

These 5 concerns are the result of deficiencies of the 5 strategies that prevent them.

1. Motivation. (low activity)
2. Familiarity. (low contacts)
3. Proficiency. (low presentations)
4. Internalization. (low conversions)
5. Mastery. (low clear or sit ratios)

Each concern must have strategies in place that prevent or minimize the damage that they cause to production. For example: In my proficiency strategy I will use performance appraisals, for familiarity I will use monitoring. Each concern has a different strategy.

Using the wrong strategy in the wrong place or to the wrong individual affects results just as much. In a situation where the results are suffering you can detect symptoms which tell you exactly which strategy is  suffering. Then all that is needed is to put the strategy to work.

Destry Brink
http://www.stellarremix.com/
destry@stellarremix.com