Happy New Year. Make time your motivator. Trap what you need now. Live to win. Below are few practical guides that my mentoring process will help you further develop.
Understand what your upline chain of command needs to be successful. Then jointly work on the executable portion, and deliver.
When assigned a new territory, you need to dive in without much to go with other than your belief in yourself that you can make it happen. If you wait for the right time the opportunity will pass you by. Think like someone that sees a drowning child in the lake, jump in and makeContinue reading “Dive In”
Internal competition is formed when two separate market revenue sellable solutions have simultaneous customer suitability; and you are only compensated on one of the two solutions. Good topic to address with your manager and sales operations. Also an opportunity for you to improve your value proposition statement in order to remain competitive. Keep you skillsContinue reading “Internal Competition”
Your Customer cancelling an order is one the worst case scenarios that could possibly happen especially if the order has already shipped. A revenue reverse event occurs following a cancellation; both your commission and your Company’s revenue. Meet with your manager and work on containing the issue and try reversing your Customer’s decision. This scenarioContinue reading “Order Cancellations”
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.
Don’t lose alone. Important opportunities require management visibility; make sure to reflect the key constructs of your opportunity in your pipeline report and initiate a resource discussion with your manager. This is an exciting period in lifecycle of your opportunity.
Understanding how to position your solution in the market and against the competition is essential to your success. Do the research and understand your situation better than your competition. The more you understand the better are your odds of winning, but you need to move fast at all times. Understand your internal success process andContinue reading “Solution Positioning”