Trax "Double Eagle Goal" guaranteeing long-term profitability.

The TRAX Double Eagle is designed to enhance your goal program.  We promise it will improve sales and promote long-term growth and prosperity.

As explained earlier the Trax program takes your monthly goals and converts them to a weekly program.  The primary problem with a monthly goal program is that most salespeople don't look at monthly goals until about the third week.  Of course by then the month is nearly gone and it's too late.

The Trax system automatically prints a weekly report for the entire company, which displays one of four symbols for each salesperson depending on how they did during that week.

This report should be prominently displayed in a lunch, or meeting room for all to see.  It should be a lighthearted fun and friendly competition.   The Trax system also creates several other reports for analysis with real numbers, the report that auto prints has only symbols and is ambiguous to someone not on the sales floor.

If they hit their fair share goal for the week they get a two thumbs up icon.   

If they are below their fair share goal but above the minimum they get the one thumb up symbol, which is still good. 

If they are below their minimum for this week they get a yellow caution sign.  This really stands out if the salesperson has 2 or 3 caution signs in a row.  It permits management the time to identify potential problems before it’s too late.

Lets face it sometimes salespeople have personal problems.  With the typical monthly sales goal program many managers don't identify a potential problem with a good salesperson that is having a bad personal time until sometimes after the second month.   By then in many cases it's too late.

With TRAX you will have the luxury of seeing problems before they become serious.  If a good salesperson is going through a divorce or is battling a drug or alcohol issue, or has lost a loved one, there may be something you can do to help if you identify the problem in the first few weeks. 

Finally if they are above their goal by more than the percentage you have set over their personal goal, they receive a Double Eagle symbol.   The Double Eagle immediately identifies the true superstars. 

There are two ways to use the Double Eagle.  The first is to have a personal conversation with each salesperson and set an annual goal then break it down monthly and weekly for each individual.

Or…(This is my suggested preference), we suggest you use the TRAX Double Eagle program by setting the Double Eagle percentage over goal based on how long they have been using the TRAX system.   We suggest that you set the double eagle percentage based on how long each salesperson has been with your company.  The assumption is that the longer they are with you the more quality relationships they have developed and the more personal trade they will have.

1 yr =10% over goal 

2 yrs=20% over goal

3 yrs=30% over goal

4 yrs=40% over goal

5 yrs=50% over goal

6 yrs=60% over goal

7 yrs=70% over goal

8 yrs=80% over goal

9 yrs=90% over goal

10 yrs=100% over goal (why not?)

15 yrs=110% over goal

20 yrs=120% over goal 

If a salesperson has been working with your company for five years we expect that over half of their business should be derived form the personal relationships they have developed over the last five years.  If they have been working with TRAX for ten years they should be too busy to take new customers who walk through your door.  Imagine a very organized salesperson that has quality appointments scheduled all day long every day they came to work.  Is this too hard to imagine?   

The reason for the percentage increase over the years is they should have an extensive accumulation of personal relationships with customers the longer they are using the program.  Initially they should be responsible for their fair share of dollar volume based on the number of hours worked.  Once they have begun generating their own personal trade. (This is business they bring in on their own, without the assistance of company advertising.)

Eventually the goal should be to pave the way so that a veteran salesperson could be totally self sufficient as far as generating their personal sales. 

It’s obvious that the average consumer will spend many thousands of dollars in their lifetime purchasing your product category every several years.  Why not make them friends for life by creating an important strong relationship with the customers who have shopped with you.  Each salesperson should use the personal letters. The telephone with reminders (to do list) provided by Trax, and of course the new wave of the future is the Internet and the use of personalized e-mail that TRAX now provides.  

Imagine being able to send a personal e-mail to a hot prospect with a hyperlink (automatic connection) to your beautiful web site and a photo of the exact product category they are looking for.

I think it will be easy to do if you let TRAX manage your customer files for each salesperson and utilize all the tools at your disposal. 

Making each salesperson individually responsible for each customer they have sold and also those who have not purchased is the key too success.

Imagine doing more business than your delivery teams can handle and not spending any money in advertising.