Yes, you are right ! We are going to talk about tracking performance, about sales reports,and all aspects of measuring what you do everyday. Why ? Two reasons. One is that most of us struggle with this challenge more than we admit. And two - many of us fail to realize the obvious influence it has on our success.
What happens with most of us ( yes, I struggle with this also ) is that we want to set down once a week ( at best ) and share with someone ( likely the person responsible for making sure you are successful - could even be the one signing your check ) what we have accomplished for the last 5 to 7 days. The proverbial "Weekly Sales Report" is still the vehicle that many sales professional salespeople utilize and obviously it's still acceptable in many organizations.
Most of the tenured sales pros I encounter view the weekly sales report as a pain and a waste of time. They want to be measured on one thing only - sales revenue. And let me do my own thing otherwise !
This is especially true with straight commission salespeople. I hate to be the bearer of bad news but that doesn't work very well when it comes to utilizing the potential of an existing sales pro.
What you will find in the most progressive and professional sales organizations is daily documentation of exactly what you did yesterday, what you are doing today, and what you intend to do tomorrow. And I know I just lost most of you who are not in those organizations ! Why ? Because no one wants to be measured that closely. And believe me I understand that uncomfortability - seriously I do. But here's what you are missing when you get all up tight with that perspective. You are missing the fact that requirement will influence what you do and greatly influence your success. In the sales teams where this is currently happening you will find ( more than likely ) one of the more sophisticated CRM online programs that facilitate the recording of all daily activities - yesterday, today, and tomorrow. In those team environments you will have a designated person ( likely the person responsible for your success ) who reviews every morning what you have done and what you intend to do, etc.
Here's the issue for you to consider. You probably are not in one of those organizations - I'm sure you are happy about that ! But could you improve and benefit from challenging yourself in that direction ?
Basically, be your own sales manager and measure what you are doing every day ( with documentation ). You will see improvements and you will influence your success. Without measurements you have a lot more voids and wasted time. Think about it ?
Have a GREAT SALES WEEK !
Monday, September 20, 2010
Monday, September 6, 2010
SELF PROMOTION - "AGAIN"
I've had all kinds of calls and emails about missing a week. I know ! I sincerely apologize to any and all regular followers of this weekly diatribe ! I have been busy and traveling so lame I am ! Onward !
Several of the emails and calls received in the last week were about "differentiating" yourself in the marketplace - which was the last perspective's topic. So, why am I following up with Self Promotion ? Because your ability and motivation to promote yourself is a major contributor to promoting yourself ( and what you sell ). Why do I say "Again" ? Because I've spoken to this topic more than any others on my Weekly Perspective and Blog.
It's not just "what you know" or "who you know" but "WHO KNOWS YOU" ! The more potential buyers of your product and/or service who know you or have heard about you can contribute significantly to your increased success ($$$$$) ! Right ? FOR SURE !
So, a large part of differentiation for an individual professional salesperson is how you promote yourself. Networking, securing referrals, cold calls, email campaigns, mail campaigns, public speaking, and many other forms of self promotion stretch the comfort level of most of us. How much are you willing to step outside your "comfort" zone to promote yourself ? What many of us call our "style" can be a cover for our fears of self promotion. I have suggested to various clients and groups over the years many different ways to promote yourself. And been told that's not my style ! Or I'm not comfortable going in that direction ! That's your choice and I respect that. But please recognize that your are choosing to inhibit your earning power when you are not willing to look at what you might do differently.
With the numerous technological innovations surrounding us today plus the sheer number of successful salespeople and sales coaches who are willing to share their methods and approaches, here's the issue for most of the reluctant. CHANGE ! Are you willing to change what you do now ? Are you willing to try different approaches ? Are you willing to challenge yourself to grow ? Are you willing to admit and work to overcome your "style" inhibitions ? Do you really want to be more successful than your current level of success ?
Salespeople that are relatively new to the profession are generally speaking more comfortable with this direction and the "tenured" sales professionals are in a comfort zone / level of income that reinforces their current mode of operation. The recent economic situation has sent me more of the experienced
sales pros than usual but a lot of them have real "reluctance" to grasp new directions and utilize the newest innovations. And when challenged to recognize what they might do differently it is obvious that whatever sales training / management they have been exposed to has not given them the desire to be on the top of the profession.
Where are you at in this realm ? Call me if I can help !
Have a GREAT SALES WEEK !
Several of the emails and calls received in the last week were about "differentiating" yourself in the marketplace - which was the last perspective's topic. So, why am I following up with Self Promotion ? Because your ability and motivation to promote yourself is a major contributor to promoting yourself ( and what you sell ). Why do I say "Again" ? Because I've spoken to this topic more than any others on my Weekly Perspective and Blog.
It's not just "what you know" or "who you know" but "WHO KNOWS YOU" ! The more potential buyers of your product and/or service who know you or have heard about you can contribute significantly to your increased success ($$$$$) ! Right ? FOR SURE !
So, a large part of differentiation for an individual professional salesperson is how you promote yourself. Networking, securing referrals, cold calls, email campaigns, mail campaigns, public speaking, and many other forms of self promotion stretch the comfort level of most of us. How much are you willing to step outside your "comfort" zone to promote yourself ? What many of us call our "style" can be a cover for our fears of self promotion. I have suggested to various clients and groups over the years many different ways to promote yourself. And been told that's not my style ! Or I'm not comfortable going in that direction ! That's your choice and I respect that. But please recognize that your are choosing to inhibit your earning power when you are not willing to look at what you might do differently.
With the numerous technological innovations surrounding us today plus the sheer number of successful salespeople and sales coaches who are willing to share their methods and approaches, here's the issue for most of the reluctant. CHANGE ! Are you willing to change what you do now ? Are you willing to try different approaches ? Are you willing to challenge yourself to grow ? Are you willing to admit and work to overcome your "style" inhibitions ? Do you really want to be more successful than your current level of success ?
Salespeople that are relatively new to the profession are generally speaking more comfortable with this direction and the "tenured" sales professionals are in a comfort zone / level of income that reinforces their current mode of operation. The recent economic situation has sent me more of the experienced
sales pros than usual but a lot of them have real "reluctance" to grasp new directions and utilize the newest innovations. And when challenged to recognize what they might do differently it is obvious that whatever sales training / management they have been exposed to has not given them the desire to be on the top of the profession.
Where are you at in this realm ? Call me if I can help !
Have a GREAT SALES WEEK !
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