Radio Sales Café

We are in dire need of an effective way of tracking our documentable asks. Does anyone have a template that works for their team you would share? You can email me: [email protected].

Thanks! Mindy

Mindy,
Can I ask this in the most respectful way? Does it matter that you track asks? Isn't the bottom line results? I saw many a sales person for many years "make up" their asks because they could as their was not follow up by management but we both know that if there are not the right amount of asks, there will never be the right amount of sales.

I saw that somewhere in the café that there is a Clear Channel Atlanta sales person. . . . Atlanta once had a GM who wanted “asks”. . . .he is long gone, but they might have an old template lying around.

As an FYI. . . The big hassle with “asks” and that it is a time consuming daily grind (especially if you have a dozen or more sales people). If you wait until the end of the week to add them up. . . it is truly a nightmare. Note, some managers compare their “asks” with other company markets, so if you are in that boat, be careful (it is tempting to fabricate an “ask” figure), unfortunately there are cases where the GSM got slammed for not being able to document their “asks.”

Jeff:

I agree to an extent. No "asks" do not make money. BUT, if you are tracking a salesman, a sales staff, a company... each person and part will have a closing ratio and an average sale. Now, if you have THAT data, then you can easily also track how many cold calls each rep/office/company needs to do in order to get a CNA and ultimately a chance for a proposal. This means (follow me here) that if you have a "budget" for a rep (sales quota, not billing quota) per week and month etc... that you know how many cold calls it will take to get to that sales quatoa.

So Jeff... the way I see it is that management should be tracking cold calls, CNA's, presentations and sales for each sales rep/team/company. By doing this type of tracking you're not involved in spraying and praying as a sales strategy.

But... I could be wrong.