PURPOSE:
To enable an individual SalesAscent member to gain a full understanding of where they have previously achieved success in terms of the acquisition of new business, whether as a direct result of their membership or otherwise.
Closed Sales / Column 1 – Actual New Business Sold:
1. List each new sale going back as far as needed to gain a full representation of your business.
2. Include only new sales, not Additional business from current clients.
3. List both the client and company name (if applicable).
Type / Column 2 – Profile of the Company or Individual Closed Including a Description of What Was Sold:
1. Specify what type of company or business the firms or individuals included in Column 1 are engaged in.
2. List next the product and/or service that was sold.
Source of the Closed Business / Column 3 – How you Were Referred:
1. List the name of the individual who provided you with the referral that was subsequently closed – include the name of their company as well.
2. Make sure to list the Type of Business this person or firm represents.
3. The Type is much more important that the individual or company name.
Source of the Source of the Closed Business / Column 4:
1. List the name of the individual who connected you to the referral source listed in Column 3 – include the name of their company as well.
2. Make sure to list the Type of Business this person or firm represents.
3. The Type is much more important that the individual or company name.
Upon Completion:
1. Make or e-mail a copy of the completed 4-Column Detective© to your SalesAscent Group Leader.
2. Set up an appointment with your Group Leader to review the completed form making any additions or revisions that may be indicated or required.
3. Complete your SalesAscent Member Action Plan in alignment with the data identified in the now completed 4-Column Detective©.
4. List the results from your monthly activities as listed in your SalesAscent Member Action Plan on the SalesAscent Member Activity Report.
5. Submit the completed SalesAscent Member Activity Report to your Group Leader at the 1st meeting of the next month.
6. Review the Member Activity Report for the prior month with your Group Leader and then establish the next month’s activity goals in the spaces provided for these on the Member Activity Report for the new month.
