To all my clients and regular follower's of this site and my blog ( http://my-salescoach.blogspot.com ), I apologize for missing last week's Perspective ! I've been involved in a couple of projects with new clients and just didn't get to this effort.
And isn't it sad that by missing my deadline last week, I'm part and parcel of what we are about to discuss. ACCOUNTABILITY ! Most of my clients and many sales professionals are more accountable to themselves on an everyday basis than they are to a manager, coach, or supervisor. In fact, what draws a lot of people to become professional salespeople is the latitude they are given to manage their own time and efforts ( at least on a daily basis ). Oh sure, over a larger time period and with an obvious lack of results - there will be intervention to varying degrees.
Rare is the organization that has a full time manager/coach/supervisor who knows where each salesperson is every minute of everyday and see their results or lack thereof by the next working day. However, herein lies the problem ( most especially in this economy ). What are you doing ? What aren't you doing ? How accountable are you for every working minute, hour, day ? And to whom ?
What I see from all of my discussions ( with a few exceptions ) is that many sales professionals have put a saddle on this economy and are riding that excuse to death. I didn't say it isn't a major factor; but get over it and make stuff happen !
I"m a broken record and yes, I need to practice what I preach !
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
Sunday, May 31, 2009
Sunday, May 17, 2009
YOUR PROBLEM IS ? TIME TO CHANGE !
a BIG HOWDY to you all !
I would hope that my business is so good that I don't have any time to keep up with my postings to this website and my blog ( http://my-salescoach.blogspot.com ). Well, that's partially true ! But, I never have enough business ! I have been traveling though and anxious to share some thoughts with each one of you.
CHANGE ! It's not easy to deal with and your ability to handle the changing marketplace plus your own need to change is very difficult for many of us.
As I talk with my clients and potential clients, I see that the majority are aware of the changing marketplace and they are struggling to maintain. Many need to become more aware of what's happening specifically and what they need to do differently to cope.
As we all know, if you are going to be super successful in sales - you need to have a strong dose of self confidence and many other attributes. But sometimes, that strong ego and belief in ones self can stand in the way of two very important aspects of growth and ability to deal with change. One is being willing to learn what you might do differently than you have ever done before. And second, doing it with gusto and relentless passion ! ( that means working harder and longer hours with a desire to zealously embrace methods and approaches that you would have never done before )
I know this resembles the baloney you've heard before from me and others. That's what a coach brings to the table time and time again. You need to recognize what you could be doing differently and if you don't know or see anything that you could do different; then you need to find insights and leadership that you have never had before. Try reading, listening, asking questions, and step outside your industry and your level of awareness to find super successful salespeople in other industries.
Believe it or not, I have clients whose sales $$$$ are way ahead of last years at the same time - and they were not rookies last year.
I would hope that my business is so good that I don't have any time to keep up with my postings to this website and my blog ( http://my-salescoach.blogspot.com ). Well, that's partially true ! But, I never have enough business ! I have been traveling though and anxious to share some thoughts with each one of you.
CHANGE ! It's not easy to deal with and your ability to handle the changing marketplace plus your own need to change is very difficult for many of us.
As I talk with my clients and potential clients, I see that the majority are aware of the changing marketplace and they are struggling to maintain. Many need to become more aware of what's happening specifically and what they need to do differently to cope.
As we all know, if you are going to be super successful in sales - you need to have a strong dose of self confidence and many other attributes. But sometimes, that strong ego and belief in ones self can stand in the way of two very important aspects of growth and ability to deal with change. One is being willing to learn what you might do differently than you have ever done before. And second, doing it with gusto and relentless passion ! ( that means working harder and longer hours with a desire to zealously embrace methods and approaches that you would have never done before )
I know this resembles the baloney you've heard before from me and others. That's what a coach brings to the table time and time again. You need to recognize what you could be doing differently and if you don't know or see anything that you could do different; then you need to find insights and leadership that you have never had before. Try reading, listening, asking questions, and step outside your industry and your level of awareness to find super successful salespeople in other industries.
Believe it or not, I have clients whose sales $$$$ are way ahead of last years at the same time - and they were not rookies last year.
Wednesday, May 6, 2009
WHAT DO YOU MEAN A "SALES CAMPAIGN" ?
I still find sales professional's who are bold enough to say / ask for assistance and definition for a sales campaign. You can't believe the number who say they have one really don't have any definite direction or steps defined. A sales campaign is a detailed and documented plan to develop your leads into prospects and then into customers. It should have at least 10 steps that you are going to do over the next four to six months that will keep your name, your company's name, and your product and / or service in front of the potential customer on a regular defined amount of time. The possible steps are all over the board and are relative to your style, your innovations, your ways of getting their attention. In fact, some of the new technology / internet stuff can be a real asset in your campaign.
Campaign steps are part and parcel of your EARNING the business. How you present yourself and how you present what you sell is totally up to you. The more unique you are, the more consistent you are, and the more professional you are, will open doors and increase your customer count.
Bottom line, what you want as a result of your campaign steps for new business - face to face meetings. Most people ( in fields where we still have salespeople ) who are in a position to buy what you sell or influence the decision; normally don't do business with someone they haven't met !
You can also develop campaign steps for current and past customers. In fact, that's a great effort to embrace !
Learn to create standards for yourself. What do I mean by that ? Here's an example for you - define a "qualified prospect". Here's how I define one. A qualified prospect is someone who I have had at least one face to face meeting with and we would recognize each other at the mall some evening. He or she has an established need for what you sell and they are either the person or connected to a group of people authorized to buy what you sell. I encourage the pros that I coach to utilize that definition ( or a variation thereof ) to measure their potential for success. Go to your database and see how many potential customers meet that definition. When you get over fifty people who meet that definition you won't believe your sales ####'s.
Go sell !
Campaign steps are part and parcel of your EARNING the business. How you present yourself and how you present what you sell is totally up to you. The more unique you are, the more consistent you are, and the more professional you are, will open doors and increase your customer count.
Bottom line, what you want as a result of your campaign steps for new business - face to face meetings. Most people ( in fields where we still have salespeople ) who are in a position to buy what you sell or influence the decision; normally don't do business with someone they haven't met !
You can also develop campaign steps for current and past customers. In fact, that's a great effort to embrace !
Learn to create standards for yourself. What do I mean by that ? Here's an example for you - define a "qualified prospect". Here's how I define one. A qualified prospect is someone who I have had at least one face to face meeting with and we would recognize each other at the mall some evening. He or she has an established need for what you sell and they are either the person or connected to a group of people authorized to buy what you sell. I encourage the pros that I coach to utilize that definition ( or a variation thereof ) to measure their potential for success. Go to your database and see how many potential customers meet that definition. When you get over fifty people who meet that definition you won't believe your sales ####'s.
Go sell !
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