Easy wins in sales and easy sales are two completely different subjects. Sales, when done well, are hard work. The prior preparation which produces positive results is a lot of work, which makes the sale easy.

Easy wins are what a good sales manager design for the sales force. Instead of telling the sales force, "We need to sell a million dollars worth of inventory this month. Now go out there and sell, sell, sell," the better manager sets out a series of sales goals that will lead to the desired sales results. They might go like this:

"Today, we need to concentrate on making a hundred phone calls a day, to perspective buyers. So, everyone dig into their rolodexes and call all their clients who they've been working and reacquaint them with this month's specials." At the end of the day, the sales people have re-contacted and prompted their prospective clients, many have made sales appointments, and all the staff achieved their goals, or "easy wins."

The next day, the manager says, "Today we all need to cold call, so grab a list and start calling as many numbers as we can. I want everyone to make at least three hundred cold telephone calls today." At the end of the day, everyone has made an "easy win," with three hundred cold telephone calls, and some will have made some sales appointments.

The next day, the manager says, "Today and the remainder of the week, I want us all to concentrate on moving our clients up to higher quality items. Don't be too pushy, but make a concerted effort to show them the benefits of moving up just one notch in price and quality, okay? Can we all do that?" They are accustomed to achieving "easy wins" and will make the effort, which will result in higher sales.

In sales, nothing is easy but the sale itself. If it was easy, everyone would do it and it wouldn't pay so well.

Learn more about this author, Will Kester.
Click here to send author comments or questions.

---

Add your voice

Know something about Sales tips: Creating easy wins?
We want to hear your view. Write now!