With 75 days left in the calendar year many salespeople find themselves in a crunch. Either a crunch to hit that next multiplier level for bonus money, or a crunch to simply get as close to plan as possible. Regardless of where you fall in that spectrum here are 3 things every sales pro should be doing right now:
- 70/30 split. At least 70% of your time should be spent with your current customers. You should be focused on understanding their business, providing value by educating them on possible solutions for their needs, and listening for trends, concerns, ideas, etc.
- Ask for the business. The closest thing to a silver bullet in Sales is asking for the business. Sure, you need to have earned the right to ask, but let’s assume you have. Too often sales people assume that if the customer had more business they would have already given it to them. WRONG! WRONG! WRONG! It’s not their job to give you anything. It’s your job to earn it, ask for it, and then deliver it in a way that makes you both memorable and remarkable.
- Be disciplined. There’s no such thing as a 9 – 5 sales job. If those are the hours you’re working you’re simply not doing enough. Oh…you’re already at quota working 9 – 5? Then I’d ask how much more you could have sold if you kicked it up a few notches? It’s time to push. Even if you’re at quota now a new sales year is right around the corner. Plan your days. Have your call list ready the night before. Don’t waste precious selling time getting ready. When you’re standing at the starting line it’s too late to train for the race.
Be sure you’re confronting reality. If you’ve missed plan this year take an inventory of where things went wrong. Be honest. At the end of the day if you’re over plan it’s because of you and if you’re under plan the reason is the same…you. You may be more expensive, of lesser quality, or longer to fulfill. Regardless, you own finding a new path. Once you accept accountability the path becomes much clearer.
Be calm. Sell on.