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NEVER FINISHED The funnel system should classify each lead by the phase of the sales process (lead, prospect, trial, proposal, closing), the location of the prospect, the total anticipating dollar Kirchner: The Complete Works Can't get enough of management column writer Matt amount of the sale and the last action taken on the project Kirchner? Read about what Disney World has to offer and the next action required to keep the project moving. surface finishers, the lessons Subway teaches us about Review the items in the funnel at least weekly—more lean, the top 10 things you should never do at a trade frequently is better. show, and more. Check out our whole library of "Never As an alternative to the painful call report process that Finished" columns. so often results in unproductive conflict between the sales short.pfonline.com/NeverFin leader and the rest of the sales team, consider a weekly 30to 45-minute weekly one-on-one discussion or telephone call to review each open lead on the sales funnel with each individual member of the sales team. This practice drives accountability. At least once each week, the salesperson must be responsible for reporting the status of each sales lead. Even if the salesperson finds herself scrambling to make phone calls to prospects in the waning hours before the call, at least each prospect is getting attention once a week. Perhaps the best part of the weekly funnel discussion, though, is that it enables the sales leader to provide feedback and offer assistance where the salesperson may need some help. Salespeople now feel enabled and encouraged, rather than hounded. At Magic Rack®, A lead should only be moved out of our goal is simple – the funnel for one of three reasons; to design racking because the sale was made, the sale solutions that will maximize was lost, or the timing isn't right for your finishing line. We focus the prospect. Thus, when a lead is on using our unique patented Magic moved out of the funnel, it should be Rack® technology to increase production moved onto one of these three lists. efficiencies, while reducing your operating costs. This way, no lead falls through Based on our exclusive Magic Rack® 9-Step Analysis, the cracks. we thoroughly analyze your parts finishing operation and Finally, the funnel becomes a great provide the ideal solution to optimize your line while providing tool for tracking performance over a blemish-free finish. Our standard Magic Rack® I and II racking systems time, projecting future revenue and can provide an instant solution for your needs. Or, we can design a custom dissecting why certain sales opporMagic Rack® system that will deliver fast and effective results. tunities were lost and what changes to the sales approach will improve Visit us online to learn more about our total finishing solutions. We are available performance. 24/7 for easy online purchase of our in-stock Magic Rack® products. Or, call us and Kill the call report in favor of a ask how our Magic Rack® 9-Step Analysis can provide a custom solution for you. system that creates discipline and accountability without the conflict RACKING UP SOLUTIONS. and frustration; one that encourages our sales teams to win and supports PRODUCTION PLUS CORP. them in that endeavor. 30 minutes 2490 McGaw Rd. E. • Columbus, OH 43207 each week with each salesperson, Phone: 614.492.8811 • Fax: 614.492.8812 www.MagicRack.com by phone or in person, is the perfect alternative. PRODUCTS FINISHING — pfonline.com 45