Probably the best part of being a sales professional is the unlimited level of success that can be achieved. This can also be a double edge sword because of becoming fixated on "the result" we aim to achieve versus "the process" that will make it an actual reality. Results are what get people's attention. Get us excited, motivated and bring a sense of accomplishment—so it's easy to become fixated on them. But processes are what we have control over. We can all hope to be fortunate—but we should strive to master the process. Doing so is what puts the odds of success in our favor.
The System For IPA's divides the sales process into 6 key steps:
Each of these is an Income-Producing Activity (IPA) because as you get one, it tends to lead to another, ultimately ending in a close and your sales success. In addition, you can't get one without the other. As a result, it takes all 6 to produce sales success. The only exception to this rule would be the dial. If you are fortunate to have enough people calling you then you might be able to skip this step. However, in most cases and unless you're willing to spend a lot of money on marketing in an effort to get people calling you, you will need to dial the telephone.
Everything about the System For IPA's is about the sales process. It's about managing, mastering and working The Sales Process consistently and effectively. It's about knowing what you are doing, how you intend to do it, how often and how well. It's about identifying and removing roadblocks that stop your activity, seeing progress, and making improvements. It's about mastering the activities that bring production and guaranteeing your success. The System For IPA's makes sales process activity simple and more successful because it defines, clarifies, and gives you exact plans for working The Sales Process.
