The Pro's always go back to the Fundamentals
by Michael MacLean
Successful sales professionals routinely and objectively assess where they are investing their time and talents.
Most sales professionals have developed their sales skills and approaches over time to suit their own personality and style. They keep doing what they're doing because it works and they've become very comfortable with it. But are they producing the results they are really capable of and deserve?
Would you describe yourself as someone who is good at organizing sales activities and information to positively influence and improve your sales results?
Are you dealing effectively with the constant changes and increasing demands of being a sales professional?
If what you are currently doing is not generating the sales results you want, then consider going back to the fundamentals.
How many of the following truly apply to you?
- I plan for the long term first because I recognize that 80% of the results that I want come from long term planning.
- I have well clarified priorities and make it extremely difficult, for myself and others, to change those priorities.
- I stay focused on high payback activities that bring me the greatest return.
- I make realistic time estimates and rarely take on too much at one time. I routinely say "No" and negotiate alternatives with my boss and others.
- I understand that occasional fire fighting is inevitable and I am flexible enough to minimize the impact. I have a plan for dealing with recurring crises.
- Information is 'power.' I establish and work from a position of strength with my customers. I create and have ready access to client communication, reports, and paperwork that allow me to make better decisions about selling and servicing that account.
- I consciously avoid procrastinating. I solve problems effectively and make decisions quickly.
- I have a system that ensures that I follow up and follow through on the commitments I make both internally as well as externally.
- I control and maximize current technology to my advantage.
- I do not tolerate unnecessary interruptions, distractions or meetings.
If any of the above do not completely apply to you, then your current habits are preventing you from generating the sales results you deserve.
The Fundamentals - Back to Basics!
- Start every day with a specific plan that is focused on long term objectives.
- Plan only 70% of your day to allow for some flexibility.
- Always do first things first, do second things never! Ensure that they add value to you or customer.
- Make the effort to develop more effective problem solving and decision making skills. You weren't born with them and they are critical to your success.
- Keep a log of your time wasters. Do you have unproductive travel time, poorly scheduled appointments, too many small accounts, or too much administrative paperwork ( for management). If you don't track (measure) it, you can't manage it.
When the results aren't there, go back to the fundamentals. Challenge yourself! Are you really focused? What do I need to eliminate, reduce, delegate or find a better way to handle? Successful sales professionals routinely and objectively assess where they are investing their time and talents.
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