ARE YOU WHERE YOU EXPECTED IN YTD SALES ?

Let's assume you are a GOAL SETTER. Hopefully you set your own goals for this year and if someone else set them - you were at least a part of the process and seriously bought in to the desire to achieve that level of success.

So given that's the case - how are you doing ? Let me tell what I see and hear a lot of - expectations are not being met and there are a lot of excuses. And before you get upset with me or the business world, most of the excuses have serious validity ! But, that's not the issue I try to capture and assist with. What are you doing differently ? How often are you setting down to evaluate your strategy ? Are the obstacles documented and measured ? In other words, when you generalize and say "nobody's buying" or "everyone's on a wait and see approach". Is that really valid or is it exaggerated to justify less than satisfactory performance ? Easy ! I know the economy is in the dumps and I know that to varying degrees some of these generalizations are valid. But, have you really analyzed the situation carefully ? And has your analysis as a team, or group, or an individual led to any change in strategy ?

What are you doing about pricing ? Have you instituted any volume concessions ? Introductory periods ? Prospecting methods never done before. Are you on top of all the basics. Are you telling instead of selling ? Are you asking enough questions ? How are your closing skills ? Trial closes ?

You can believe me or not but I can tell you that my most cherished offering to my clients is doing the role playing of real life situations over the phone, via emails, or in person. Tough times require skilled salespeople who can lead clients to where they need to be for their own survival and the success of the salesperson. Tough times like these will bring out the "best" in you or you won't make it.

This is my favorite axiom about sales and the sales profession ( and it's not original with me ): "It isn't what you know; it's what you have yet to learn" !

Take a look at where you are YTD. Analyze what you could change. Reach out for assistance and insights which you have yet to learn. There has never been more access to sales techniques, awareness, and assistance in the history of the profession.