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General Sales
Last Updated: May 5th, 2004 - 14:37:43
Have you ever experienced a sales slump? Or just not achieved the results that you believed you should have? If you have been selling for at least 2 - 3 years, I guarantee you have had some tough months or even a difficult and challenging sales year.
Success in selling requires many skills, attitudes, abilities and personal values. When a salesperson experiences a down cycle in his/her success, it is impossible to look at just one single area of their approach to the sales process or their attitudes at any given time in order to determine where the cause of the problem is. For example, if you are having trouble closing sales, is it because you are poor at closing skills or could it be that you are trying to close poor prospects? If you are having trouble getting through to the key economic buyer or decision maker is it because you don't know who they are or could it be that your have low self-esteem that prevents you from feeling confident or comfortable even calling on prospects at this level?
Determining where the problem is - requires information, lots of accurate information about sales ratios, actual numbers, trends, and comparisons. It is difficult to take corrective action if you are not aware of what the cause of your problem is or what actions to take. Just working harder, longer hours or continuing to repeat the same behaviors over and over again not the answer. This approach will not solve your problem but it will keep you busy.
One of the common denominators (there are many) among top salespeople is their ruthless evaluation of: activities, behaviors, results and progress or lack of progress toward their goals. Most poor salespeople will tell you they don't have the time to keep complete and accurate sales activity and results records.
Many sales organizations and managers require regular call reports from their salespeople, but those reports are - in most cases - just sales busywork. They provide little, if any, value for the salesperson or the sales manager on where current or potential sales problems are or their causes. They just tend to require who did you see or call and what did you sell or not sell and possibly why or why not. This is not enough information for accurate self-evaluation - if you are going to reach the stars as a salesperson.
Copyright: 2/2004 Tim Connor, Connor Resource Group
About The Author:
Looking for a keynote speaker or custom in-house seminar for your next meeting or conference? I still have a few openings in my 2004 schedule.
Planning a retreat or strategic planning event in 2004? Give me a call. I'll help you bring reality and accountability to the process.
Contact Information:
Tim Connor, CSP
Speaker/ Trainer/ Consultant/Best Selling Author
Connor Resource Group
Box 397 Davidson, N.C. 28036 USA
USA: 800-222-9070 (voice) 800-222-9071 (fax)
International: 704-895-1230 (voice) 704-895-1231 (fax)
tim@timconnor.com
http://www.timconnor.com
© Copyright 2003 by SalesVault.com
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