As basketball takes hold in the USA with March Madness, many are placing bets with the hope of a financial win. What are you betting on in 2016 to hit your sales targets? Have you taken the time to reflect on what you could do better? What you could do differently?
Since I am a salesperson myself, whose role also has been to observe and coach other salespeople for over a decade, I thought it might be helpful to share a few ideas to reflect on while you strive to achieve even better sales results in 2016. If you perform these sales behaviors consistently, you will greatly improve your sales results.
- Reflect on your sales tactics. Which camp do they fall into most often? Are they safe and conservative or do they demonstrate the risk required to persuade people that you are selling to change their behavior? Step out; do something different and take more risk!
- Use intelligent sales tools. Your company has probably provided you with sales tools to assist in analyzing your deals using the power of big data and science. If they provide intelligent coaching insight, even better. If you do not have access to tools, then seek them out and set up a routine to use them on your most important deals. Do not let your competitors gain the advantage by having more valuable insight.
- Be diligent in prospecting. Be better at keeping track of the people that have bought from you in the past—where and how they are doing today. Social media outlets, such as LinkedIn, make this easier. Design a routine of regular contact, with occasional thought leadership articles to give value freely. They may be a future referral or sale as a result.
- Qualify, qualify, and qualify. About 30% of sales productivity is lost chasing deals that are unwinnable! It can be so hard to walk away from deals, but assessing the reality of Can we Sell? and Should we Sell? is important for every deal. If you have a qualification tool, use it. If it does not clearly suggest you have a good probability to win, have the confidence to walk away gracefully. There are other opportunities that could benefit from your focus.
If you focus on these four simple things diligently and with discipline, I am confident that 2016 will yield sales results that you will be proud of by the year’s end!