Be prepared to describe your value to your market in no more than 20 seconds. That value needs to include your industry, product-benefits, your company and “why me” messaging. The goal is to project a feeling that elicits a positive reaction; a positive reaction is a good indicator that you should solicit a follow up.
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”
Opportunities are your ultimate source of revenue that enable you to retire and exceed your quota. You can never have too many opportunities in your funnel; and you need to continually scrub each opportunity and properly position them in your forecast to your manager for joint review.
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.
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”