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Sales Strategy
Jun 3, 2016 | Lori Richardson lock

It is easy to feel lacking in a world that is creating content constantly, 24 hours a day. What can you do when your sales for the year is off to a slow start?


You may recognize that as the dated term going back to the beginning of business Internet. Years ago, whenever we had a major system crash or huge issue with connectivity, our systems engineer would shout, “REBOOT!”


OK, you can’t restart your year – a month has come and gone. But you CAN push forward in bigger and better ways. Add these ideas to help you be twice as productive this month which will make up for an unproductive month.

While we’re at it – it doesn’t matter what happened in January – whether you have excuses or real reasons, we don’t need to hear them, even though you feel the need to give them. This is NOW, move forward.

1 - Be Accountable
You need to be accountable to yourself and others in or around your team. If you are a team of one, get someone you can discuss your goals and plans with every week – and everyday if that helps you be more successful.

2 - Have Daily Huddles
Have them each weekday morning. Meet with your team – who is working on what? Share your biggest area of focus for today. I have been in sales for years and this is our daily ritual. It keeps you honest and helps keep your focus on what is important.

3 - Track Metrics
Analyze what is important to track to grow solid revenue, and keep track of that. For most of us, it is tracking how many good, solid conversations you have with buyers and those that can refer them as leads. Conversations with current customers are great- just ensure the ones you track are committed to growing revenues. Sellers get stuck talking to existing customers excessively because they like us and we are comfortable with them.


4 - Get Out of Your Comfort Zone
Do more that pushes yourself – one more question in a conversation you’re having that is somewhat uncomfortable – like asking a buyer what they are waiting for if they aren’t ready to take the next step as planned.

5 - Do One Task at a Time
Multitasking may impress others – but the fact is that we process in our brains in a serial manner. Have a chunk of time to do specific tasks – like PROSPECTING – on your calendar, and honor that block of time.

6 - Keep Your Focus
I use a few planning sheets to help me. Find something that makes sense for you. If you’re lucky enough to have a great digital dashboard, use that to track everything you can, then track remaining items in a way that you understand. I like to write things down, so I have a sheet I write on to track progress. If you can do it digitally, do that. Find which ways works best for you.

7 - Stay Positive
It is not too late, and you did not miss out, yet. You need to jump back into working a focused plan for success.  If you can regroup and keep your focus well for the next 20
business days, you will be astonished at the results.

About the Author:
Lori R
As founder and CEO of Score More Sales, Lori Richardson lead efforts for B2B front-line sales growth and work with (or in conjunction with) technology brands worldwide. Lori’s a people person, a “super-connector” and she gets great joy in helping newer SDRs and other sales reps learn ways to grow net-new revenues. 

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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