No Zero Days. That should be every sales manager’s mantra for their team this year. When they come to work, they are to work. Activity is the start to productivity and measurement is the start to accountability. No Zero Days is a very simple way managers can ensure their sales team is making forward progress, and no day lacks productivity.
What does No Zero Days mean?
1. Every salesperson logs at least one up (in-store, lead, call, or even referral) into the CRM.
This way you know their funnel is always being filled, and not solely emptied.
2. Every day each salesperson should be setting at least one appointment for themselves, or having one previously set appointment show.
Even if we all know the goal should be two appointments set per day, it is the responsibility of the sales team to convert those opportunities into potential visits, or to have at least one of those previously set appointments show up. Appointment shows lead to sales. If they don’t set one, they should be having one show every day.
3. One potential deal should be discussed with a sales manager each day.
Advancing deals is the next best thing to closing them, because the end is near and the opportunity is not dead. If salespeople have an active prospect on the hook, they shouldn’t wait for the customers to reach back out to them. Speed is essential so keeping the foot on the proverbial gas pedal of each and every negotiation turns communication into agreements.
4. Not a day goes by that a customer shouldn’t be advanced to another (closer) status.
Connecting with customers (be they inbound prospects, unsold shoppers, or previously-sold clients) is the daily task of every salesperson, and when engaged with a shopper, they need to be advancing them closer to a future sale (ideally with the next CRM status up closer to another car).
5. A video a day keeps stagnation away.
Same as I have been preaching for nearly 20 years, videos sell cars, and there is always a reason to send a video. While your team should be sending multiple videos a day, I recognize days get busy. Regardless, salespeople must keep their voice and face in front of customers every day. If your daily video report shows a goose egg, that is a Zero Day, and that is unacceptable.
Salespeople know what they want to achieve when they wake up in the morning. They hope to earn a sale every day they walk in the door. However, without individual daily goals, recognizing all that goes into doing their job well, they overlook the productivity that goes into doing it well. No Zero Days is something each salesperson should strive for, and every manager should hold them accountable to.
