The Points System

This system enables a salesperson to measure and reward him or herself for each step in the sales process. Further, this system recognizes that salespeople need to work in a positive environment and be rewarded for all activity including such negatives as cancelled appointments. It also rewards momentum gathering activity such as making calls by phone or in person even if you don't get to speak to the prospect or client. Activity is the key to success and reward must be given for all activity. By obtaining 20 points or more each day using this system you will increase your activity, sales and income! How it works: The approach: An approach is when you attempt to speak to a prospect or client. This maybe in person or on the phone. It is important to understand that you register 1 point if you don't get to speak to the person regarding an appointment. The contact: A contact is when you speak to a prospect or client in person or on the phone and you ask for the appointment. For this you reward yourself with 2 points whether the appointment is made or not. Missed appointment: Reward for a large negative. All salespeople feel negative about missed or cancelled appointments. Why? Because they have spent time preparing for it. If this is the case and the prospect or client cancels the appointment give yourself 3 points. The Interview: For each interview you conduct whether a 1st or 2nd interview, and you attempt to close the sale the reward is 4 points. Sale: A sale is the maximum of points. Note: you do not receive 4 points for the interview as well as the 5 points for the sale. Just 5 points for the sale. If the sale is made at the second interview, then you have the total of 9 points: 4 for the interview and 5 for the sale at the second interview. When starting this system, you must expect that most of the activity will be made up of 1 or 2 points from approaches and contacts.