David's Posts - David's Blog
O.K., I know it's hokey, but I've always been a believer in New Year's resolutions. It's a new year, a new start and what the heck; sometimes we need to reinvent ourselves. Sit down, put your assets and liabilities on a sheet, and decide how to capitalize on the positive and change or at least downplay the negatives.
First I have to set goals, where do I want to be next New Year's? I need to be realistic in my goals, but I also need to challenge myself. Too low, or too high and the goals do nothing to help me. I also need to break the goal down in to bite size pieces, so I can stop at each goalpost and adjust my direction. Once I've set the goals, I need to decide what I need to use from my current toolbox, and also what new tools I need to find and put in the box to succeed.
In my case, I always feel that I need to work on organization; my enthusiasm overcomes my sense of organization. My files need work, my reports need to be kept up better, and even my vehicle needs to be organized. I need to sit down and decide what stays, what goes and what devices and strategies I'll use to get my act together. It's important to my sales, because when I'm organized, I'm more confident, and my presentations are more polished, and my sales improve.
Every year I choose a facet of my sales that I'll read and study to improve. It may be sales techniques from books or off the Internet, but I search out things that'll help me and I make a plan to do the research I need. I also pick out sources for information on my industry and make plans to improve my knowledge base. It may be journals, magazines or books; again I subscribe to the sources, or buy the books or go to the library and get what I need.
Part of success is being part of a team; I sit down and analyze how I can improve my team. Do I need to build new or better relationships? Do I need to improve communications with the organization, or do I need to open a totally different channel, and work around a problem?
The next step is how do I change my style of doing business, what do I do in a call that's successful, and what needs work. After my study, what can I take from my research and meld in to my approach to sales. I don't feel you can just plug things in; you need to figure out how to make them your own. Early in my career I'd pick up something that someone said or did, and I'd try to wedge it in to my sales approach, and it always felt and look forced or uncomfortable. Once I sat down and analyzed why something worked, not just do what they did, I was much more successful.
I know it sounds like a lot to do, but the first step is commitment, decide you're going to do it, and you'll make it happen. I often feel that in the time I waste making up excuses why something can't happen, I probably could have gotten it done. Let's face it, it's your career and your future, you owe yourself the time and effort to be the best you can be.
Labels: David Colomb