nFuse Direct is a fast-growing, direct sales organization with a focus on face-to-face sales. The company provides direct sales expertise across a diverse set of companies and industries including energy, cable, and telecom.

Over the last couple of years, the company has quickly grown to become one of the largest and best-respected direct sales organizations in the business. As a result of the rapid expansion, nFuse needed better visibility into the activities of their field sales teams across the country. Keeping sales teams selling in designated “turf” each day is key to delivering to the requirements of nFuse clients. Each day, individual sales teams start their selling day as a group, transported to the day’s sales location via an nFuse van. The company needed a cost-effective way to capture the daily location and usage of these vans to provide nFuse clients with deeper insight into sales activity by comparing sales results with geographic sales activity.

Solution

nFuse Direct came to Agilis Systems looking for a solution. Agilis System provides a collection of powerful workforce management tools and software solutions to monitor and make field teams more efficient. After reviewing the need, Agilis recommended and nFuse Direct implemented Agilis’ Linxup GPS vehicle tracking solution.

The economical Linxup solution leverages an inexpensive device that keeps upfront capital expenses very low and eliminates installation costs. The Linxup GPS tracking device simply plugs into the OBD II port on the nFuse vans (OBD II ports are available on all cars and light duty trucks manufactured after 1996). As soon an nFuse user plugs in a Linxup device, the unit begins reporting GPS location, stop locations, driving speed, idling activity, and unauthorized use back to the Linxup Web portal using its built in cellular modem. nFuse sales management accesses this portal and can view the location of all nFuse vans in real time, and they can view historical location activity as well. The Linxup portal also provides nFuse Direct’s alerts and reports that outline the actual return on investment (ROI) that the solution is generating for the company through activities such as: reduced speeding, reduced engine idling and unauthorized use.

Results

Using the Agilis Linxup solution, nFuse is now able to provide their clients with data-driven confirmation that sales teams worked specific areas with corresponding sales results. Linxup also has lead to a dramatic increase in nFuse sales. Just two days after the Linxup devices were installed, nFuse sales teams more than tripled their sales from 56 units to 180 units. The company attributes the sales increase to the increased sales rep accountability created from being able to monitor their teams.

“The cost of the Linxup tracking device and the monthly service paid for itself in less than a week”, explains Jeff Haarmann, nFuse Director of Sales. “We can not only verify that our sales teams are in their assigned territories, but we’ve been able to call out some sales teams when they claimed they were unable to work on a particular day. It was as simple as noting that the van was in use on those days.”

“Agilis is receiving tremendous response to the Linxup GPS tracking solution,” says Greg Winter, Chief Operating Officer at Agilis. “In the past, GPS tracking was typically only implemented by large organizations with the resources to afford the high cost of tracking devices and the timely and expensive installation process. The low-cost of the Linxup solution is opening the door to GPS tracking for a whole host of new companies.”

About Agilis Systems, LLC

Agilis Systems LLC is a St. Louis based Software as a Service (SaaS) company that assists corporate enterprises in mobilizing their operations using its comprehensive fleet, asset, and workflow management solutions. By uniquely combining key technologies, Agilis elevates customers to the highest level of mobile productivity and customer service, while dramatically reducing costs.

A Visit To The Neighbors
If you have just gotten a sale or even a full presentation with one of their neighbors, you can use that as the reason you have stopped by. You might say something like, “The reason I am calling on you is that I just helped your neighbors Sam and Janet at #143 save more than 40% on their gas bill and I since I have a few minutes before my next appointment, the company allows me to do a professional audit of your energy costs at no charge. This is a $45.00 service but since I have a few minutes it is absolutely free. When was the last time you had your energy costs professionally audited?” Notice that you mention the neighbors by name and address and that you never ask if they want the audit. You put a fair value on it but the question you ask is not if they want it, but when they had their last one. Then you say, “Well since it is free, now would be a great time to see how much you could be saving. I’ll only need a few minutes to show you your potential savings…let’s get started.”

Technicians On The Street 
A similar opening that works well in door to door sales is to drive with or follow the technicians that install or repair your products. While the truck is on the street, you call on neighbors. The opening is very similar to the one above but starts with, “Hi, I am Carl from Acme Inc. We are here doing a service call for your neighbors Fred and Ethyl at #128. That’s our truck. While I wait for the technician to finish up, I have a few minutes before our next appointment the company allows me to do a professional audit of your telephone and cable costs at no charge. This is a $45.00 service but since I have a few minutes it is absolutely free. When was the last time you had your cable and telephone costs professionally audited to make sure you aren’t overpaying?”

A Sticker Is Missing
In this door to door sales opening, you say you noticed a sticker missing. For example, if you sell home security, you might open with, ” I was driving by and I noticed that the stickers warning criminals of your home security system are missing. Would you like some new ones?” If they say, “Yes”, you look them up and find they are not customers. If they say they are not customers, you start your presentation about why they should and how you can do a $45.00 security audit at no charge since you already stopped by.

My Company Sent Me To Offer A Bribe 
A fun opening that works well in door to door sales is to throw the customer off balance by saying something they don’t expect like., “Hi I’m Carl from XWY Telecommunications and my company sent me here to offer you a bribe.” We notice that you are one of the few homes on this street that do not use our service and we wanted to know if a special bribe would help you consider our services”. The bribe is a special offer to sign up today. This concept is fun and it works well in door to door sales.

Remember that in door to door sales you should never just stop by. You always need a reason that benefits the customer. I hope you will adapt these door to door sales ideas to your product and your sales style. I know they will help you increase your door to door sales by making it easier to get in.

1. Provide an accurate forecast.
Many door to door sales reps will pad their forecast to make it look good to the boss. Obviously, this eventually fails. But it is really up to the sales manager to make sure the forecast is accurate and realistic; regardless if the news is good or not. The sales manager needs to take the time to go through each of their sales reps’ Top 10 Prospects once per week and distill the real number. A forecast should not be a surprise.

2. Learn, practice or drill a sales technique every day.
You never see a major league baseball player skip a game-day of batting practice. And many of those players make millions of dollars. Tiger Woods hits the practice range with a coach before the start of every tournament round. Professionals know they can never stop practicing and honing their “swing.” Top door to door sales people know this as well and that’s why they constantly practice and refine their sales skills so they are ready to move the sale along at a moment’s notice.

3. Learn to really listen.
Everybody talks about the importance of listening, but few people hear anything. Most door to door sales reps are so anxious to either get their pitch out or want to answer a question before it is finished being asked, that they never really “absorb” the question. A good rule to follow is to wait three seconds before answering, even if you know the answer. That at least gives the impression you’re listening. And you actually may think of another, and maybe better, response while you pause!

4. Become your customer’s trusted adviser.
Customers buy from people they trust. If there is no trust they will not buy. Sales people can develop trust by being straightforward and honest – even when the news is not good; especially when the news is not good. People are human and understand things happen. What customers do not tolerate are sales people who cannot be counted on. They count on sales people who are experts in the field in which they are selling to deliver reliable, pertinent information.

5. Know your product inside and out and how it compares to the competition.
Product and competitive knowledge just get you in the door. If your door to door sales reps cannot explain and demonstrate the benefits of your product, and why it is superior to the competition, do not put them in front of a customer. This is not to say they have to be 100% perfect right out of the gate. Nobody is. But they do need to be able to get through the fundamentals of a demo, and completely deliver a benefit-oriented presentation.

6. View themselves and their customers as equals.
Too many d2d sales reps see themselves as less-than-equal to the decision maker to whom they are trying to sell. It can be for any number of reasons, but that attitude needs to be eliminated right away. The door to door sales reps needs to convey to the buyer that they too are professionals and that their time is valuable. This attitude will convey a sense of confidence that will translate into the buyer’s confidence in your sales rep.

7. Know where to draw the line.
Many customers will ask for as much as they can get. Better pricing. More time to evaluate your product. Better terms. The list goes on. Your reps need to be guided as to where to “draw the line.” Several considerations can go into these concession decisions and you will ultimately decide your ultimate terms. However, your d2d sales reps need to know when they are being taken advantage of and when they need to say “no.” And you need to stand behind them. If your reps believe they will “for sure lose the deal” if they don’t acquiesce, have them re-read item #6.

Know your market. You probably won’t have much luck selling children’s toys in a neighborhood that’s mostly occupied by retirees. Before launching a door-to-door sales effort, research your city’s demographics and target the neighborhoods that most closely fit your ideal customer base.

Consider the hour. Start knocking on doors at 6 a.m., and most of them will get slammed in your face (if they even get opened). Likewise, your visit won’t be appreciated if you show up after bedtime. Make house calls at times when people are most receptive to visitors: no earlier than 9 a.m. and no later than dusk. Although you may be able to reach the most people after 5 p.m., they’re likely to be unwinding after a busy day and focusing on dinner; you may want to limit your sales calls to traditional working hours.

Be confident but not aggressive. Many people are wary of strangers showing up on their doorsteps. Dress professionally to set their minds at ease. When you greet prospective customers, stand back from the door and at an angle. Make eye contact with a smile, but don’t stare. Hand your prospects a brochure or business card as you politely introduce yourself, so they immediately understand who you are and what you’re representing. If people tell you that they aren’t interested, stop pitching and thank them for their time.

Offer something of value for free. Start a discussion with prospective customers by offering your expertise free of charge. For instance, if you’re a landscaper, offer to provide a free appraisal for planting new garden beds. Or, if you sell a product that’s available in small quantities, such as chocolates or beauty products, bring a free sample.

Don’t push for an immediate sale. People generally find it off-putting when you ask them to make immediate purchases. Ask your potential buyer if you can do a demonstration or provide more information about the product or service first. If now is a bad time, offer to schedule an appointment later in the week, or ask for a phone number or email address, so that you can follow up directly.

Sales people must have a far more realistic approach and be steadfast in their determination and discipline.
Primarily, you need to identify the desires and dreams you want to become a reality in 2012 and beyond. Begin by taking some time to write or draw them out as clearly as possible. This is the first, and most important step of goal setting to fulfill those desires and dreams.

Did you know that only about 3% – 5% of the population write down or create pictures of their goals???

About 35% – 37% will say things like: I don’t know how; I’ve got a pretty good idea of what I want but it’s just in my head; My work goals are set by the boss. Not sure what I want in my personal life; I might fail to reach it; What if I succeed? Can I cope with the changes that will bring?

More than 60% will say: ‘I don’t really have the time”. They’ve been too busy with the outside world, to give any thought to the inside world – where success, motivation and the heart of the most important person in the world resides.

The same applies to New Year resolutions—over 60%—will not see their resolutions through to reality, giving up within the first 14 to 21 days. Will you be one of those statistics or do you seriously want to make your dream a reality?

Without exception, the tiny minority of people who do regularly write down their goals agree that the power in the goal-setting process is getting those bright ideas out of their heads – in writing out the words or creating the pictures.

Every time we read a story about a sports star or a top achiever in any field, they talk about their clear, well-thought-out and specific goals. Can you think of any exceptions?? Once your top priority desires and dreams have been identified, you must determine if you are willing to pay the price to make one, two or all of them a reality.

It is not about money when you choose to pay the price to make a dream a reality. It’s about being realistic. Your willingness to pay the price with hard work and determination must be identified as you set goals. The price you have to pay may come in many forms. Your commitment may be in the form of money; change in habits; extra demand on your time and efforts; or additional education. Your goal may affect your family and other relationship(s). It may even impinge on your hobbies, sports or other activities. Are you willing to pay that price? These are the demands you must identify with goal setting because if you are not willing to pay the price, you will not realize any of your desires or dreams. If you are not ready, it is best you avoid any goal setting and forego that New Year’s resolution.

It is imperative to be truly honest with yourself and understand the consequences associated with making your dreams a reality. Proceed only when you are willing to pay the price and ultimately, achieve your goals.

Finally, take action. Support your action with a very strong dose of “Discipline to do what you said you would do even when you do not want to do it.”

Original article can be found at http://www.bobu.com/blog/personal-goal-setting/goal-setting-and-new-year-resolutions-for-2012

“We are excited to be able to make PRO Insurance available to our teams of sellers,” says Rob Schwietz, C4 Connections CEO. “We truly work to support and invest in the people who make our organization strong. This move helps emphasize that point and continues to set us apart from others in our industry.”

It might be said that it is challenging to maintain a positive attitude in these difficult times. Yes, it might be said, but NOT by sales professionals. It has ALWAYS been difficult to keep your positive attitude tuned up. There have always been mountains to climb, storms to survive and challenges to overcome. Who said sales was easy? Keeping yourself positive is part of the role of a sales person.

What is a Positive Attitude?
It is important to know what is meant by a positive attitude. A famous quote by Gibran is – The optimist sees the rose and not its thorns; the pessimist stares at the thorns, oblivious to the rose. A person who looks for the rose, will see the rose, and will TALK about the rose. A person who looks for the thorns will see so many of them that they will be overwhelmed!

But, you say, it is important to see the thorns, otherwise you will get hurt! This is quite true. A more powerful thought that helps define positive attitude for sales people is adapted from a Maxwell quotation –

The pessimist complains about the wind,
The optimist expects it to change,
The Sailor adjusts the sails.

The Sales person is like the professional Sailor. They look at the current situation, whatever it is, and they find ways to steer the sale to a successful outcome. Positive attitude sends them on a constant search to find out HOW to steer the ship through the storm, how to smell the rose without being hurt by the thorns, and how to sell THEIR products to THIS prospect.

Marketing objectives define what you want to achieve through your marketing activities.  They should answer the question “what am I trying to achieve?” and be supported by measurable qualitative goals.

Here’s how to get SMART with your marketing objectives:

S stands for Specific – your objectives must be specific about exactly what you wish to achieve. They should be results focused and include precisely what needs to be done and by who.

M stands for Measurable – Objectives are far more effective when they have a measure. For example, if the objective is ‘to increase sales’ it has little effect, but ‘to increase sales by 20 per cent’ gives you a specific measure to work to and evaluate.

A stands for Achievable – Are your objectives reasonable in terms of what you can actually achieve? Are you attempting too much?

R stands for Realistic – Can you realize your objectives? Do you have the resources, time, money and people dedicated to make it happen? The key here is to prioritize the order of your objectives; you may find that achieving one objective may help you achieve two or three others.

T is for Time – Make sure that you set deadlines and stick to them.  Using the above example, add a time frame to when you want to by. For example, your objective is to increase market share to 20 per cent by June 2012.

 “He who thinks he leads, yet has no one following him, is simply taking a walk.”

 - John. C Maxwell

 So much of what we do or don’t do can be summed up in the two simple phrases demonstrated by John C. Maxwell. We have all heard but perhaps not all taken to heart the fact that our people don’t work for us, we work for our people. Every morning as we get out of bed, get dressed, brush our teeth, drive to our offices, two things have to be circling through our minds:

1. In which aspects of my life and my business am I going to prove to my people why they are following me? How am I going to demonstrate, present and carry myself as their worthy leader?

We work for our people. They don’t work for us.

2. What are my guys/gals feeling, thinking and expecting when their eyes open up in the morning? Are they waking up excited, ready and anxious to come to work? Are they ready to grow and contribute? Or do they wake up in fear of repeating the negative results from yesterday due to a lack of positive influence and direction? Are they dreading the objections they know they are certain to face? Are they uncertain as to how far they can take this opportunity? Do they have clarity, confidence and certainty?

Everybody has questions; we all need mentors and people in our lives, personal and business, that we look to for guidance in all areas of our own development. For our agents, this is much more amplified and requires the answers to all of these questions above.

At C4 Connections, we work to prove that we know the way by showing our people that we have direction beyond the small walls of our single offices. By learning from what we do, we put ourselves in a position to succeed.