Are you in Sales?

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There’s no such thing as a born salesperson. Great sales reps make it look easy, but superior performance usually indicates that a salesperson has taken the time to hone their skills.

 

I will not give you a long list of tips on how to be a great salesperson. Today l will share with you what I feel is the most important approach to sales. Whether you’re a first-time rep or looking to get back to the basics, this is essential for successful selling.

 

Start with your goals

 

If you’re learning to sell, start from the end and work backwards. Knowing your goals and measuring your performance against them is the most important place to start.

 

How many customers do you or your company need, and in what time frame? How many leads do you need to close that many customers? How many connections do you need to generate that many opportunities? And so on. Multiply your customer goal by the average sale price of your company’s product to get the amount of revenue you should be aiming for.

 

Make sure you set personal sales goals as well. You can always tell when a salesperson is in the top 2% of their organization. Aim to be in the top 2% of your organization. It won’t happen tomorrow, and it won’t be easy, but always strive for the top

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Anything worth doing is worth measuring, and anything that can be measured can be improved.
Remember when you set your goals? Be fanatical about measuring your performance against them. At the rate you’re selling today, will you hit your numbers by the end of the month? Are your closing strategies converting prospects to customers? If not, change something up.
Don’t wait until it’s too late to reach your numbers this month. If you measure everything you do, you’ll be able to solve problems as they arise.
In this day and age, there are boatloads of coaching resources. A simple Google search for an area in which you’re struggling will return a huge amount of material that can help you. Your managers will be more than happy to help you as well, especially if you’re asking for assistance before it’s too late.

 

Happy Tuesday & Happy Selling!

Kevin