NOTHINGS CHANGED - IT'S STILL A ####'s GAME !

That's right ! Lots of changes have taken place in technology, in various insights to building relationships that result in profitable sales, that the economic tragedies have brought upon us; but it's still a numbers game.

As a professional salesperson there is and always will be a correlation between your activities - the number of people you touch ( or touch you ) and your success. It doesn't matter whether we are talking cold calls, networking activities, social networking on the internet, emails, various campaign steps, hand written notes, number of times you ask for referrals, etc. I could go on forever with all of your normal ( possibly some you view as abnormal ) activities that will influence your success and enable you to seize opportunities. It boils down to how much you really do vs. how much you think you do.

Sales reports, CRM databases, or whatever else you utilize to track your efforts has to be the measurement for you to monitor. It has to be the yardstick to measure your potential for success.
And from what I see there is an awful amount of gunslinging and lack of attention to details. Databases are not worth whatever somebody paid for them if they are not updated on a daily basis ( or almost daily ) to note your activities and results. Diligent management of your database can be the greatest tool in the world to influence your success and income. But you have to take the time to update it and let it measure your accomplishments plus guide your continuing efforts with the efforts already made.

I understand that it is not easy to stay on top of your detailed efforts. Please remember the old axiom "that which gets measured is what gets improved". Exact numbers that measure your efforts are the only worthwhile indication of your efforts in all of the basic selling skills. This is how you can tell how hard you are working and feel good about your efforts. This is how you know to keep your "nose to the grindstone" - so to speak. You can't just wing it ! Well you can, and that's what the competition does hopefully. But not you. You know exactly how many cold calls you have made this week ! You know how many networking opportunities you have attended. You know how long it's been since you have had this client out for coffee or lunch. You know each time you have touched clients or potential clients in the last 30, 60, or 90 days.

I could go on and on about the need to define and number your specific efforts. It's a part of "goal setting 101". It's a part of your strategy to be the best you can possibly be. It's the best way to give yourself the discipline and encouragement needed to succeed to higher levels. GO GET'EM !!

LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients. (NOW EXTENDED THROUGH APRIL)

Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling

Challenge yourself to grow ! Challenge yourself to be 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 !

NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOESREMEMBER every salesperson is a part of the economic recovery we are all looking for ! Don't believe me - go to the Sunday classifieds and see where the most job opportunities are. Yes, it is the sales jobs which far outnumber any other professional group that are looking for producers ( well, maybe the need for nurses outnumber us in certain areas ). There is only one direction that is going to solve any of our problems - "MORE SALES".

HAVE A GREAT WEEK ! CALL IF I CAN HELP YOU OR YOUR TEAM !!

Always remember - "people still buy people" and that's why we have sales professionals !


"The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "