"Managing UPSTREAM Selling Activity to deliver better DOWNSTREAM Sales Results."

 

Hello. My name is John Spencer. I’m a Sales Hunting expert.  A few years ago, I left the corporate world to pursue a passion – improving the performance of Sales Hunters with Zee-Target™ Sales Management - a Metrics-based Sales Management system.

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Let me start this story by giving away its ending, first. Companies are right to expect better new business sales production from their Salespeople. Salespeople are right to expect more support from their Sales Managers. Sales Managers are right to expect better management systems from their companies. 

 

Zee-Target™ fulfills all these expectations.

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Early in my career, I was a struggling and desperate New Business Sales Hunter. My manager gave me an office, a phone, a list of 10,000 phone numbers, a slap on the back, and an exhortation, “Go get ‘em, Tiger!” That was the full extent of her sales management armamentarium.

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To make sense of my vague job duties, I developed a set of UPSTREAM selling metrics that I believed were the critical determinants of DOWNSTREAM sales success in a Sales Hunting role. I managed my work according to the achievement of those metrics. For example, one metric (which I called my "Z-Target") was making the number of daily selling activities I mathematically determined were required to make my quarterly sales goal. I believed my adherence to this, and other related selling metrics would make me successful. It did. It gave me the structure, discipline, and confidence I needed to quickly become extraordinarily successful at hunting for new business.

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As a result, I rose the ranks to lead Sales Hunting teams, nurturing and managing other Sales Hunters. My success was now dependent on their success. I managed those teams using the same metrics-based sales hunting system I had developed for my own use. Those Hunters appreciated that I built the system from their (a Sales Hunter’s) perspective. As such, it was practical and positive...even, inspiring! It gave them clear direction on how to perform their jobs, tools to measure their progress, and confidence to succeed. It mathematically assured them of making their sales goals. “Just consistently hit your selling metrics and then trust the system to deliver your sales goal,” was my promise to them. Guess what? It worked.

 

Eventually, a Fortune 500 Company recruited me to lead its National New Business Sales Division. I agreed and, as before, I brought Z-Target™ with me. The C-Suite (especially the CFO) appreciated the accountability the system brought to the Sales Division and the timely transparency of its reporting. “Consistent, high-level sales performance with no surprises,” was my promise to them. Guess what? It worked, again!

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I left my corporate gig "on top" - as they say... 

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Since then, I founded Zee-Target LLC to provide consultation to companies seeking a sales management system that mathematically assures that everyone makes their sales numbers!

 

Not every company needs Zee-Target™. But yours might.