Your new opportunity is cruising along beautifully (at least you think so) and then all of the sudden nothing. The contact goes “dark” and can’t be reached. The deal stalls. Your experience tells you this is not good. Your manager is telling you this is not good. Panic sets in and desperation moves start to make sense. Blind discount offers, stalking calls and emails and/or a surprise visit will do the trick. Unfortunately, most of the time not effective. So what works?
The reality of working for a company with a 100% sales commission plan (non-salary) is that it can be lucrative. Seriously lucrative. It also can be extremely frustrating with the highs and lows of an unpredictable income. To succeed takes a certain type of personality and support system. This is not theory for me. I worked a 100% commission plan for over 10 years and raised a young family of 6 on it. Not only can I sympathize but empathize with those doing the same or similar. So how did my family and I survive with such an unpredictable income?
A common trait of top producing sales professionals is their understanding of self expediency. It’s like they have an internal alarm that goes off at certain times and/or under certain conditions. This is different than how to build expediency in the sale. This is expediency in goals and performance.
After receiving the results of my sons reading and writing tests I was introduced to the term “chunking”. Upon researching this term I found that there is psychology chunking, writing chunking, computing chunking, extended smtp chunking, computational linguistics chunking, division chunking, music chunking and I am sure many others. Who knew, right? After reading through these descriptions, however, I had an epiphany! Why not Sales Chunking?