Introduction
In sales, where you invest your time can make or break your success. It's the fine line that separates the "President's Club" achievers from the “average” performers to the “unemployed”.
Early in my sales career, I was dangerously close to looking for a new job, or even contemplating changing professions. Thankfully, I made a breakthrough on how I directed my time, energy and focus.
The Backstory: From Struggle to Strategy
My journey began in an outside sales role for a staffing firm, tasked with building a brand new division. We faced a formidable challenge: while positioned as the most expensive option among our competitors, we had yet to establish ourselves as the best in our local market. With a limited pool of prospects and high stakes, failure was simply not an option.
The lessons I learned during those trying times became the bedrock of my success and have become the foundation of my consulting practice.
The “Blue Chip” Checklist: A Foundation for Success
In the staffing industry, it's common for companies to engage multiple staffing firms simultaneously, posing a significant risk of chasing after fruitless opportunities and squandering valuable time and resources.
I found myself ensnared in this trap, with my recruitment team dedicating countless hours to pursuing job openings that never materialized into placements. Trust eroded, morale plummeted, and doubts about my abilities as a salesperson loomed large.
However, from these setbacks emerged a framework that transformed my approach: the “Blue Chip” checklist.
This checklist became my guiding light. If a prospect failed to meet at least 3 criteria, it was disqualified. Those meeting all 6 became my primary focus, with unwavering commitment to winning their business. Those meeting four or five led to open conversations about the pros and cons of investing our time and attention.
Saying “No” to the wrong opportunities not only rebuilt trust within my team but also cleared the path for us to focus on our best opportunities and drive growth.
The Power of Focus: Aim Small, Miss Small
Over time, I honed in on my most promising clients and prospects with laser precision. They received our best candidates. They got our best resources and we gave them our prioritized time and attention.
Everything I did was focused on winning, retaining and expanding these relationships.
As a result, the territory I managed was split multiple times, generating additional President’s Club winners. There was plenty of great business there; we just needed a disciplined, focused approach.
An Unexpected Development
As I immersed myself in the world of "best-in-class" companies, I gained the confidence to provide candid feedback to other clients and prospects falling short of the mark. This unexpected turn allowed me to offer insights and recommendations tailored to their specific needs, further solidifying my position as a trusted advisor.
Evolving the Framework: From Checklist to Matrix
Upon transitioning from the staffing industry to consulting, I sought to distill my learnings into a universal framework. Thus, the Blue Chip checklist evolved into a comprehensive 2x2 Blue Chip matrix, with financial and cultural alignment as its axes. This matrix, with its unique profiles within each quadrant, has served as the cornerstone of my consulting practice for over a decade.
Conclusion
In sales, time is your most precious resource, and how you invest it can spell the difference between success and failure. The time I wasted on misaligned prospects nearly cost my career. It is my hope that by applying the principles of the Blue Chip matrix, you can navigate the complexities of the sales landscape with clarity and purpose, ensuring that every moment is spent pursuing opportunities that truly align with your goals and objectives. Remember, success in sales is not just about working hard; it's about working smart.
Nexts Steps
If you or your sales team are struggling to maximize time with your best prospects and clients, I invite you to join me for a transformative workshop: “Refine Your Blue Chip Client Profile.” In just two hours, you'll gain invaluable insights, practical tools, and actionable strategies to unlock the true potential of your business.
Go Deeper
Carver Peterson helps growth-minded leaders and organizations achieve predictable and sustainable revenue growth through a refined strategy, defined process and aligned structure.
We are systematic and process-driven.
We value unique strengths.
We communicate openly and directly.
