"...well, it feels good..."STOP. Step away from the fuzzy cliches.
But does it produce the business?
As a sales professionals, we are all accountable to drive the correct activities that produce results. We all know this. When you are thinking about your pipeline or are in a discussion about your pipeline, do you find yourself saying "Well, I feel really good about my pipeline", or "I have been having some great meetings," or perhaps "I am pretty sure I have enough to make my numbers", or " I think I can hit the targets"? Do you find yourself saying these things?
Part of being a great sales professional is the ability to move beyond the "feel good" and demonstrate ability to translate the right activities into closeable business! I am glad you feel good. That's important, but do you feel good enough about what you are doing to put commissions in your pocket?
Here are "Todd's Tips" on Getting Tactical:
- Close every "great call" with a list of follow up items and complete them within 24 hours.
- If you find yourself wondering what to do next to make business happen, consult your virtual team.
- Seek coaching.
- Review your pipeline daily, and if you don't have follow up items, then get in touch with your prospect and ASK what is next.
- Create a plan of action for your client. They are waiting for you to educate and show them the solution.
Leveraging New Selling Skills
Have you recently been through some sales training or sales management training? Feeling fired up? Good. Now what?
You must now use the information - daily and repeatedly! Getting trained is only one step - you must apply the new skills constantly. Seek coaching from your manager if you have questions. Remember, Job ONE of a sales leader is to coach, develop and mentor people!