Focus on Revenue
Focus on Revenue
Focus on revenue, not the economy;
Focus on new and existing business, not problems;
Be more aware of put-offs and stalls than ever before - they're not promises;
Program yourself to be rejection proof - you'll need it;
Program yourself to be more assertive than ever - you'll need that too;
Force yourself to ask more questions - and not make presentations before you've reached 3rd base;
Force yourself to ask good, tough, timely questions;
Force yourself to thoroughly qualify all opportunities;
Force yourself to prospect;
Ask for referrals and introductions but give something in return;
Stuff your pipeline, work your opportunities and when it's time to close, CLOSE!
At closing time, don't give up;
Don't get discouraged;
Don't get frustrated;
Do get angry (only with yourself)
Do expect more of yourself;
Get to the right people;
In major accounts, find the chauffeur;
Be more disciplined than ever before;
Live up to your commitment to yourself and your company.
The first item on the list was "Focus on revenue, not the economy". You'll get what you pay attention to. If you pay attention to how bad things might become, you'll get lots of bad results. If you pay attention to how well you must do, you'll get good results. In order to support that focus, you must be passionate about it, committed to it and work the plan. There's no magic, just the difference between those who are committed to doing what it takes right now, and those who would prefer to use the economy as an excuse. Great salespeople don't make excuses.
Focus on Revenue - To learn more about this author, visit Dave Kurlan's Website.
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We're about to enter the final quarter of the year. This is the time when salespeople evaluate their year, determine if they're on target to goal, and what they need to do in the fourth quarter to be where they need to be. This has been a tough year for a great percentage of salespeople. Whether you were directly or indirectly affected by the financial crisis, you're probably looking at making up some ground in the fourth quarter despite a very unstable economic outlook. There are many things that you could do to impact your fourth quarter, and a lot of them are bad things. I'll point out twenty things that you should do:
Focus on revenue, not the economy;
Focus on new and existing business, not problems;
Be more aware of put-offs and stalls than ever before - they're not promises;
Program yourself to be rejection proof - you'll need it;
Program yourself to be more assertive than ever - you'll need that too;
Force yourself to ask more questions - and not make presentations before you've reached 3rd base;
Force yourself to ask good, tough, timely questions;
Force yourself to thoroughly qualify all opportunities;
Force yourself to prospect;
Ask for referrals and introductions but give something in return;
Stuff your pipeline, work your opportunities and when it's time to close, CLOSE!
At closing time, don't give up;
Don't get discouraged;
Don't get frustrated;
Do get angry (only with yourself)
Do expect more of yourself;
Get to the right people;
In major accounts, find the chauffeur;
Be more disciplined than ever before;
Live up to your commitment to yourself and your company.
The first item on the list was "Focus on revenue, not the economy". You'll get what you pay attention to. If you pay attention to how bad things might become, you'll get lots of bad results. If you pay attention to how well you must do, you'll get good results. In order to support that focus, you must be passionate about it, committed to it and work the plan. There's no magic, just the difference between those who are committed to doing what it takes right now, and those who would prefer to use the economy as an excuse. Great salespeople don't make excuses.
Focus on Revenue - To learn more about this author, visit Dave Kurlan's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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