Summary: The Ultimate Sales Machine

Review and Analysis of Holmes' Book

BusinessNews Publishing

• Publisher: Must Read Summaries
• Year: 2016
• eBook ISBN: 9782806229793
• Topic: Business
• Subtopic: Sales
• Index: Business

The must-read summary of Chet Holmes' book: `The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies`.

This complete summary of the ideas from Chet Holme's book `The Ultimate Sales Machine` shows that you only have to focus on twelve core competencies to turn your business into the `Ultimate Sales Machine`. In fact, success comes from doing the right things with pigheaded determination and persistence. This summary highlights the twelve building blocks that you must put in place if your company is to succeed long term.

Added-value of this summary: 
• Save time
• Understand key concepts 
• Improve your sales skills 

To learn more, read the summary of `The Ultimate Sales Machine` and discover how to make your business more effective!

Summary of The Ultimate Sales Machine (Chet Holmes)

1. Time Management

There are six simple things you can do to ensure everyone is using their time as efficiently as possible. Master these basics and have everyone in your company do the same on a regular basis to make impressive performance gains.

To manage your time more efficiently, put six simple steps into practice every day:

1. Take action on everything you touch – so don’t touch anything unless you’re prepared and ready to deal with it right here and now. This applies to physical items as well as e-mail. Have everyone provide a detailed subject line for all internal e-mail so you know what it is before you open it. Don’t open an e-mail or pick up a piece of paper unless you’re prepared to take action on it immediately.
2. Make a new list every day of the six most important tasks you need to accomplish – and then move heaven and earth to get those six things completed every day. Keep other longer lists if required but always get through your daily list.
3. Every morning, plan how much time you will allocate to each task on your daily list – so you can be sure you have realistic expectations. As a rule of thumb, your six most important tasks should require six hours or less. Any more and you’ll have problems.
4. Plan your day – which essentially means assigning time slots when you will accomplish each task on your list. You also need to allocate time for e-mail and other routine tasks. The challenge then becomes sticking to your plan, no matter what.
5. Prioritize – focus on your most difficult tasks first and do the more mundane stuff later when your energy levels are lower.
6. Always ask: “Will it hurt me to throw this away?” -and if the answer is No, throw it away. It’s amazing how much junk people keep simply because they never throw away obsolete stuff. Avoid that.

If you master these six simple steps, you won’t believe how much more you can get done. Implement these steps companywide and before you know it, your firm will be operating at maximum productivity.

Even when you’ve followed these six steps, things will still change in your day. Unplanned emergencies will crop up and your schedule will get disrupted. As long as you’ve scheduled in some flexible time, you still should be able to stay on track. The key is to deal with whatever crops up and then get back to your list. Most people never get around to finding their way back.

“In my experience, most businesspeople don’t take the time to plan and take action because all their time is consumed by reacting to the business they’ve already built. To build your business into the Ultimate Sales Machine, you need to be in a primarily proactive mode. Time management is critical.”

– Chet Holmes

2. Regular Training

If you run ongoing regular training sessions, you can make your organization run better, smarter and faster. The key here is consistency rather than stop / start efforts. Train regularly with enthusiasm or be prepared to feel the pain.

If you have a consistent ongoing training program in place for your organization:

• You’ll be able to get new hires up to speed quickly and efficiently.
• You’ll have regular opportunities to upgrade the skills and knowledge of your people.
• You’ll be able to provide continuous ongoing professional development.
• You’ll be well placed to solve any and all problems which confront your organization.

In spite of all these obvious advantages, many companies never get around to running meetings where people can sharpen their skills and improve their knowledge. If you plan on building a finely tuned business machine, regular training meetings will be an essential building block.

Good quality training is important because it helps everyone sharpen their skills and set higher standards. Repetition is vital because you need to keep your core material fresh and at the front of your mind rather than buried behind loads of other issues.

To run a good training session:

1. Tell everyone in advance – what will be covered, how the i...

Table of contents

• Title page
• Book Presentation
• Summary of The Ultimate Sales Machine (Chet Holmes)
• About the Summary Publisher
• Copyright