If you want to double your sales this year you will need to answer the following questions HONESTLY even if it makes you uncomfortable to do so.
- How often do you waste valuable time meeting with prospects that are not the real decision makers?
- What are you doing/have you done to improve this situation?
- What are you doing on a daily or weekly basis to improve yourself?
- What are you doing on a daily or weekly basis to make yourself a better Salesperson?
If you answered 'not enough' for the last three questions, don’t fear – there is still hope. We are currently at the end of the 4th quarter and the way you finish off the year will determine how you start off the New Year.
Now, consider the following questions:
- Where is your pipeline? Is it full of qualified leads and ready to generate sales in the New Year?
- How is your work ethic? Are you starting late and finishing early? In today's day and age you have to put in the extra hours if you truly want to be successful.
- What is your attitude? Is your attitude needle pointing to 'Full' (positive) or are you running on 'Empty' (negative)?
- Are you accountable to the most important person in the world (that would be you)? Are you taking ownership or blaming others for your sales failures?
To attack 2015 successfully, you need to fill your pipeline, evaluate your work ethic, maintain a positive attitude, and be accountable for all of your actions. Additionally, you need to have goals (not resolutions), and adopt a 'kick your own butt' philosophy.
If you want to have your best year ever, you need to BELIEVE that you’re going to have your best year ever.
Okay, okay, let’s get to the real meat of this topic.
Your Pipeline – Salespeople and Sales Managers often fail to realise the dollar value on their pipeline. Example: if you are looking for $100,000.00 increase in sales in the first quarter then you need to have a minimum of $200,000.00 in your pipeline if you have a 50% closing rate. The reality is that in sales, a 30% closing rate is more likely. So, if your goal is to have $100,000.00 of new sales in the first quarter I suggest your sales pipeline should be filled with at least $350,000.00 in new sales. What is the value of your pipeline?
Work Ethic – In 2015 the best thing you can do for yourself is 'kick your own butt' and employ a strong work ethic. Get up an hour earlier than you do now and start your day. You can use this time to build your social media presence, work on your weekly newsletter, or plan your sales day. Work while others sleep – I often work from 10pm to 12am because it’s quiet, it gives me time to organise my thoughts for the next day and allows me the uninterrupted time I need to think of strategies to kick my competitors to the curb.
Attitude – Outside events can have a serious effect on your attitude and you don’t even realise it. Your positive attitude is the base for success so guard it and do everything you can to make sure that it stays positive. Watching or reading the news, whining, complaining, taking work problems home, taking home problems to work, money problems, health problems and more, can all effect your attitude in a negative way. I challenge you to turn off the TV and study articles and books on attitude. I firmly believe that without a positive attitude you will never be truly successful.
Be Accountable – When sales are not coming your way it is very easy to blame everyone but yourself. Resist the temptation to blame and instead, accept responsibility for why you lost the sale. Don’t use the common excuse of “I got beaten on price”. Accept responsibility for why prospects are not returning your call or cancelling your appointment. If you stop blaming others and accept responsibility for these situations you can learn from what happened and find a better way of doing things to make sure it doesn’t happen again.
Bonus Tip – Set goals not resolutions. We have all set New Year’s resolutions and we are all still carrying around those extra ten pounds we promised to lose last year. Set some goals, write them down, establish the 'Whys', post them in clear view, and celebrate the wins along the way.
By Brett Meadows, Gitomer Certified Advisor, Brett brings his experiences combined with his real world sales help to you and your sales team and the results will leave the competition wondering where their entire customer base went. If you are tired of missing out on sales then contact him. If you want the secret on how to turn coffee into sales email him and in the subject line put 'coffee' and he we will send you “Coffee Is For Closers” E-zine. If you would like recommendations of 'must listen to’s' and 'must reads', please feel free to email and Brett will be happy to send you a list of his favourites.