Every Time Without Fail Focus Trumps Intention To Increase Sales

Much is written about intention. Yet, is intention that powerful when it comes to the goal to increase sales?

Intention is very prevalent in sales given what some of the sales research suggests. Most sales people have the intention to follow-up on every lead. However, sales research reveals almost one half of all leads just wither on the lead vine, dropping off, turning into dead, cold leads.

Another intention of sales professionals is to engage the necessary marketing and sales skills and subsequent sales behaviors that increase sales. Unfortunately, sales research statistics indicate that 80% of all sales happen between the fifth and twelfth contacts. How many sales professionals are inclined to invest this much time?

Now focus is quite different. To have focus means that you have the ability to fixate on the desired results that being to increase sales, first and foremost. Your behaviors, your thoughts both conscious and subconscious are directed to these desired results.

Focus also requires the ability to optimize all opportunities to become the trusted sales advisor. These opportunities range from emailing or snail mailing a relevant article to making a solid referral for your customers and potential qualified customers.

With focus, you are committed to your executable sales action plan. You know your goals and all sales behaviors are in alignment with that sales action plan.

Focus demands utilization of all of your sales skills. You have completed the necessary research, crafted engaging and meaningful scripts and worked to build authentic relationships.

Finding focus creates sustainability of all sales behaviors. You now are in the habit where you know what to do and when to do it.

Sales Coaching Tip: Consider, leaving your intentions are the door. Then, ask yourself if you truly have the necessary focus to increase sales. Then determine what actions you need to take to increase sales.


SMB coach, sales and organizational culture authority, Leanne Hoagland-Smith is the People and Process problem solver for forward thinking leadership who want to dramatically improve their business and sales results. What this looks like differs for each SMB and why a phone call to 219.759.5601

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