Speaking for myself, nearly all decisions I make are backed by an emotional state. It’s a good guess that your Customer’s behave in a similar way when confronted with a decision. Take note of your Customer’s emotional state – good mood, bad mood, not focused, etc. Adjust your conversation to help your Customer focus onContinue reading “Emotional Selling”
Goal setting is about achieving or exceeding your stated goal. If you find yourself missing your goal, confer with your manager and modify your sales plan accordingly. Remember, you don’t need to achieve all of your goals, but you need to retire your quota and your sales performance is measured by this metric.
Understand your value proposition at all times. Your value includes your product, company, and then you. Keep improving all three phases and your value proposition becomes more persuasive. Right answers are created.
Your sales performance will get dragged down if you focus on negative thoughts. Your goal is to retire your quota within your fiscal period and then find ways to exceed it. If you lose an opportunity find out why and apply that lesson to other opportunities. Don’t dwell in defeat, learn from it and moveContinue reading “Stay Positive”
Build your sales plan and keep it current by periodically reviewing it with your manager and other resources that your sales plan depends on. It’s important for your sales plan to be reflected in your forecast to your manager with a set of resources required to win your opportunities. Stay focused on a rolling 90-30-7-1Continue reading “Sales Plan”
You need to know what percent of your opportunities actually translate into a sale. If you find yourself with a lower than desirable percentage then you need to increase the top of your pipeline (add more opportunities). The desirable percentage is normalized by your ability to retire to your quota. Make sure that you andContinue reading “Conversion Rate”
Many salespeople ask me why their manager always scrutinizes their forecasted pipeline? Good question. If your forecast is less than 70% accurate, then it becomes less of a forecast and more a wish list; wish lists are primarily supported by active anticipation and not measurable metrics. Your manager is also scrutinized by their manager onContinue reading “Forecasting vs Anticipation”