subject: The CCT (Checkerboard Coaching Technique sm) for Sales Performance [print this page] The CCT (Checkerboard Coaching Technique sm) for Sales Performance
The CCT (Checkerboard Coaching Technique sm) has taken 32 years to develop and will take this short article to explain how to apply it to running backs in the NFL. It will optimize the performance of any salesman that applies it.
We all know what a checkerboard is. To start take the imaginary board you have and fill each space with the portion of your game you want to improve or analyze. Take the top two items you want to improve. Understand that area and expand it. Expand the opportunity to use it next in the sale as you now recognize what it is.
I have one real life practical application in sales. I had never heard of the Law of the Significant Few. I was young at 28. In sales for some time, I thought I could sell anything. If your thinking as everyone at an early age does that he or she can sell anything, you are wrong. My sales manger asked if I had heard of the rule. No I said. He said Twenty percent of your customers account for eighty percent of your sales. If you do not sell them, you will not make your quota.
Since that moment I have studied the rule. He was right. If you want to increase sales listen to me. Twenty percent of your customers account for eighty percent of your sales. Find that twenty percent and make sure they know they are important to you if you want to succeed in sales.
