Dear ToddCohen.com Sales Community,
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?
STOP. Step away from the fuzzy cliches.
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 clients. They are waiting for you to educate and show them the solution.