The X Factor in Sales Management

By Steve Martinez

Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy.

The power of X in mathematics takes advantage of multiplication. In computers, we use the X to signify the multiplication of something. Sales management can apply the same power when a sales team is allowed to multiply their sales efforts instead of simply adding single efforts over and over again. The difference between addition and multiplication is the difference between success and mediocre results. Successful sales professionals apply the power of multiplication, X instead of + or addition.

The Multiplication Sales Challenge

If you are asking yourself, why all businesses or salespeople don’t apply the principle of multiplication, it is a good question. The challenge of this question lies with the way salespeople are taught to sell. Most salespeople are taught to perform one task at a time and follow the best practices over an over again. The teaching of more calls on more contacts is the principle of addition, not multiplication. Making more calls will certainly improve sales and make more time for selling. However, there is a better way to improve sales.

Multiply Success Using Technology and Automation Tools

The advancements in technology allow us to reach more people and businesses by multiplying our efforts. We can adopt automated sales strategies with many contact management systems. Additionally, we can broadcast to multiple contacts with email marketing, pod casting, direct mail and any automated sales strategy that multiply our sales efforts.

One of the greatest multiplication sales strategies is referral based marketing. Referrals multiply a sales teams’ efforts dramatically. A referral uses the power of multiplication through customer contacts. Instead of making sales calls ourselves, we can empower the power of multiplication from our customers.

If your sales team is not adopting the X factor in sales, you are limiting success. Expand your horizon in sales and use the power of X. One way to boost referrals is through sales contests that rewards a sales team for collecting referral letters and references.