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Did you make your New Year sales resolution?

Did you make your New Year's sales resolution? - SalesLatitudeThe ball in Times Square will drop tonight, and you realize tomorrow is a great opportunity to start anew. It’s a time to look at what you have done well and what may require some improvement — and it all starts with a New Year sales resolution. So… What did you decide to do differently in the new year? Have you made up your mind that everything you do is amazing and there is no need to change? Or have you been self reflective and realize that you may have gotten a bit lazy? Or feel you need to tighten up your game and adjust the way you sell to your customers and/or prospects? If you answered “yes” to the last two questions, then here’s a list of some sales activities that can help you get back on track:
  • Do more qualification up front before investing too much time
  • Get to key stakeholders early to best understand their business goals and priorities
  • Walk away early if the customer is not actively engaged in the discovery process
  • Get your management introduced to the customer’s/prospect’s executives as early as possible
  • Assess how much risk you or your customer can bear if they implement your products and services
  • Spend more time understanding what your customer/prospect wants to accomplish, what has worked/not worked in the past, and if you can help them solve their business problem on a timely basis
  • Don’t spend too much time talking about you, your company and your solution
  • Listen more, talk less
  • Make sure you’re not column fodder — don’t provide a demo, presentation or RFI/RFP until you have had an opportunity to talk to key stakeholders
  • Spend more time validating what you have learned — and then validate again and again since customers’ priorities can change
  • Create a closing or “sequence of events” plan and ensure the customer/prospect is actively engaged in regular reviews of this plan
These are just a few of the key sales activities that you should look at regularly. What is your New Year sales resolution? And let us know what other sales activities you consider “musts” for top performing sales people. Janice Mars, SalesLatitudeJanice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter   Image courtesy of Serge Bertasius Photography at FreeDigitalPhotos.net.

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter

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