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Sales Strategy
May 11, 2016 | Lori Richardson lock

It is easy to feel behind in a world that is constantly creating content, nonstop 24 hours a day. Your sales year began January 1, but you don’t have a month of solid production behind you. What to do?


Yep, it is a dated term going back to the beginning of business Internet. Years ago, whenever we had a major system crash or big issue with connectivity, our systems engineer would shout, “REBOOT!”


OK, you can’t really restart your year. But you CAN move forward in bigger and better ways. Try these ideas to help you be twice as productive this month which will make up for an unproductive first month of the year.

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 compelled to give them. This is NOW! So move forward.

1 – You Must Be Accountable

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

2 - Have Daily Team 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 we do this every day because it keeps us honest and helps keep our focus on what is important.

3 - Track Metrics

Determine what is important to track to grow revenue, and keep track of that. For many people, it is all about tracking how many good and solid conversations you have had with buyers and those that can refer them your way. Conversations with existing customers are great- just make sure the ones you track are focused on growing revenues. Sellers get stuck talking to existing customers a lot 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 move forward as planned.

5 - Do One Task at a Time

Multitasking sounds cool and seems to 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 – Stay Focused

I use a few planning sheets to help me. Find something that makes sense for you. If you’re lucky to have a great digital dashboard, use that to track everything you can, then track remaining items in a way that makes sense. I like to write things down, so I always have paper to write on and to track my progress. Doing this digitally is fine too. Just find what works best for you.

7 - Be Upbeat

It is not too late, and you did not miss out. Yet. You need to get 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 amazed at the results.

Lori RAs 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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