2024 4th Quarter: Time to Close Business!

As a sales professional, you must ask yourself: What have I accomplished Year to Date in 2024 and what is required in Q4. It is critical to have a realistic, actionable, defined plan for the remainder of 2023 to ensure you exceed their sales goals.

This is the time for action and total execution of your plans, process, and efforts. 

The first 3 quarters of 2024 are HISTORY! It’s time to Look & Move—Forward! But first it’s time for a “short” Accountability Review 2024 Year to Date Results and a specific action plan for Q4.

Your Review Jan-Sept 2024

 

Year to Date summary:

  • Quarter 1,2 & 3 Actual Results vs. plan/forecast (2024)
  • Existing account results vs. plan
  • New accounts acquired and results vs. plan.
  • Quarter 1,2 & 3 Actual Results vs. last year (2023 vs. 2024)

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Finding the Decision Maker…

Making a sale requires us to be with the person that can make the decision. Unfortunately, many companies you sell to will not allow access to the people that really “call the shots”. Or at least they will make it seem that way. Instead, they force us to deal with information collectors who will bring “the committee” the information without having to meet with the salesperson. Or, people often make themselves out to be the decision maker when in fact they are not. In either case, we are stuck with a non-decision maker and dramatically lower our chances for success.

We have learned that finding the decision maker can be easy to do when you think about the decision process or how the decision is made rather than who makes the decision.

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Making the 80/20 Rule Work For You In Sales

80% of your business comes from 20% of your clients.

In 1896, Italian economist and sociologist Vilfredo Pareto formulated the 80/20 Rule. It states that 20% of the work force produces 80% of the results. How does the 80/20 Rule apply to you, your accounts, and your results?

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Sales Manager’s Corner: Sales Training “Do’s” & “Don’ts”

Good training will accomplish three goals:

  1. It will teach skills that develop efficient work habits (behavior).
  2. It will form positive attitudes that promote healthy self-esteem and belief systems.
  3. It will build salespeople’s knowledge of techniques which allow for qualifying, closing, and developing relationships.

Get the most out of your Sales Training:

Basic Do’s:

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New Year, New Sales Year

 

As the calendar turns to 2024, we find ourselves at the threshold of a new year, brimming with possibilities and opportunities. For sales professionals, this transition symbolizes more than just a change in dates—it marks the beginning of a new sales year, ripe with potential for growth and achievement. So, what better time than now to chart a course towards sales success?

According to data from Objective Management Group (OMG), a leading sales assessment firm, a staggering 74% of salespeople are not achieving their sales quotas. This statistic underscores the pressing need for a strategic approach to sales in the new year. It’s time to break free from the shackles of mediocrity and embrace a mindset of excellence.

To kickstart your journey to sales supremacy, leverage the power of data-driven insights. OMG’s research reveals that top-performing salespeople possess specific characteristics that set them apart from their peers. These include traits such as a strong desire for success, effective communication skills, resilience in the face of rejection, and a relentless drive to exceed targets.

Additionally, don’t underestimate the importance of continuous learning and skill development. OMG’s findings highlight that only 11% of salespeople have the necessary skills to succeed in selling. Many people look at training, attend seminars or workshops, and never implement what they learned.

The sales clock is back at zero…everyone starts in the same place.  Where you go from here, is up to YOU!

As you embark on this journey, remember that success in sales is not merely about hitting quotas—it’s about delivering value, solving problems, and making a meaningful impact on your clients’ lives. So, as you raise a toast to the new year, raise the bar for your sales performance as well. With the right mindset, strategies, and determination, the coming year holds boundless opportunities for those willing to seize them. Here’s to 2024, brimming with sales success!

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Where are your people spending their time in Q4?

It’s the fourth quarter of 2023. Time for total accountability from each salesperson.

What are the “MUST ACHIEVE” Sales Goals in Q4?

Once the goals for Q4 are in placeaccountability for time and Sales activity (behaviors) is the next critical component. 

YOU MUST KNOW: “Where are your salespeople spending their time?”

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The Power of Listening: Unveiling Buyer Motives

In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds the key to uncovering a buyer’s motives, needs, and desires.

The Art of Asking the Right Questions: Asking questions is an essential part of any sales conversation, but the quality of those questions matters just as much as the act of asking. Thoughtfully crafted questions serve as a gateway to the buyer’s world, giving insight into their challenges, goals, and pain points. These questions pave the way for a deeper understanding of the buyer’s perspective, allowing the salesperson to tailor their approach and solutions accordingly.

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The Second Best Word you Can Hear is “No”

Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”.

This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. They not only create unbelievable pressure on themselves, but set themselves up for mental failure, as well.

How do we in the training business address this seemingly weighty issue?

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Time Management: The Key to Improving Sales Productivity

Time management is an OXYMORON.

You cannot manage time, but you can manage yourself through a disciplined process of maximizing your time by prioritizing activities which will help you achieve your sales goals. This discipline must be ongoing, not something you do once or occasionally.

How do you self-manage activities?

First, identify time wasters, then, identify the source of time wasters and finally, change your behavior pattern.

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It’s Trade Show Season: Come Back with Prospects, Not Just Leads

Remember this? Long days…sore feet…tired back. Sound like your typical trade show?

To make the show worthwhile, you’ve got to put in the effort (And track your results). What better place to talk to and meet scores of current users and potential users of your product or service.

Here are some basics for the booth:

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