Map-Quest. How to Find Your Way to Success - Insurance Sales Training

Guest post by: Brian Sullivan
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Truth - Sales and Marketing Training - By Brian Sullivan

If I gave you an address and told you to go there, what would be the first thing you would do? These days, most of us would simply punch in the address into our iPhone, Android, or Blackberry, and then do what we were told. Or at very least, pull out the computer, go to MapQuest and figure it out. But guess what, the directions to the destination only work if you plug in a destination!

Sales is no different. If you don’t set a destination, you will simply log miles without purpose. As you find yourself with less than two months left in the year, NOW is the time to plug in your destination. Where do you want to be on December 31^st. Perhaps you say, “My destination is to be my company’s top sales producer by the end of the year.” Great. That’s the destination. Next, lay out the roadmap to getting there by thinking about:

How far over quota do I want to be? (Be specific)
How many new clients do I want to add? (ex. 16 new clients or 2 a week)
How many presentations will I need to make? (ex. 80 or 10 a week)
How many new industry contacts will I meet? (ex. 8 or 1 a week)
How many new products will I be an expert with?

So this week, take 60 minutes in your office and set your December 31^st destination. Then create your roadmap. And remember, if you find yourself straying from those directions, your chances of reaching your destination will decrease. Stay on track, and your journey will take you to the greatest two-month sales performance of your career.

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Truth - Sales and Marketing Training - By Brian Sullivan

About the Author: Brian Sullivan

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Brian Sullivan, CSP, is a member of the National Speakers Association and an internationally known expert on sales and leadership. Brian is one of about 10 percent of speakers worldwide to have earned the Certified Speaking Professional Designation awarded by the National Speakers Association and the International Federation for Professional Speakers. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to a companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week and is the author of the book, 20 Days to the Top- How the PRECISE Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less. Brian also hosts a talk radio show on ESPN Hot Talk 1510 called "Entrepreneurial Moments," a show dedicated to helping business people of all types. Brian lives in Kansas City with his wife Leanne, and children Jake, Shea, and Maggie.
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