Yes, that’s right PMS! Actually I’m quite fond of PMS. In reality, I have PMS all over the place: in the air, when I fly my airplane; in the gym when I workout; in the wide open spaces while mountain biking for a long ride. I have PMS for my sales training company.
PMS keeps me safe and proficient when flying my airplane. When weightlifting, PMS provides me with physical and mental strength. When mountain biking, PMS supports my lean, fit body. Professionally, PMS for my sales training company keeps me focused and my revenues high.
PMS stands for “Personal Minimum Standards”. If you are a sales person, do you have PMS for your sales production? As a sales manager, do you have PMS for your sales team? If not, then the information given here will provide you powerful tools and ideas that will help you have high levels of PMS!
Sales people are an interesting group. Even though I conduct sales training and sales consulting regularly, observing sales personnel is an ongoing education in human dynamics. Daily, I have the pleasure of working with front-line salespeople, mid-level sales management and CEOs across the country. Only a few of the sales people and sales managers break through and become highly successful in their specific sales industries while the rest remain average. There is always a small group of strivers who are willing to work hard to achieve success. Know this: Highly successful sales people HAVE PMS! The rest of the sales pack does not!
Sales people in general follow the 80/20 rule; 80% of their time is spent “dinking off”, while the other 20% of their time is spent in revenue-producing activities. The highly successful salespeople reverse the trend: they spend 80% of their time producing revenue. If you are reading this, and say to yourself “I would never dink off, I am too busy . . .” I’d have to ask, “Too busy doing what? Are you doing busy work all day, instead of productive activity?” Know this: Generating NEW business is the life blood of any sales organization. If you are spending 80% of your day being busy, maintaining existing or old clients/accounts, then you might re-examine the reality of your 80% world. If you are in that “maintenance” or comfort zone, and not adding new business to your plate or your company’s plate, then use your new PMS to get started on new business today.
If you need business help and have heard horror stories or think coaches are a waste of money, don’t worry—that is not the case with Coach Chuck! He has exceeded my expectations and I very excited about the months ahead!
Dr. Kristi Farrell
Aspire Health Clinic
