Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus.
Focus on your sales goals.
Focus on your KPIs.
Focus on your activity.
In my sales career I had 22 sales managers. (I know, crazy, right?) I always say that some were awesome and some were awful. What I learned was to not depend on my company or my direct supervisor to help me reach my goals - it was always up to me. It’s this spirit of entrepreneurialism that offers a sales rep the idea of being the “CEO of your own territory”
Of ALL the things I can think of that would be helpful to you - an SDR, BDR, AE, AM, or other revenue or sales activity producing role is that you - not your company - or your manager - MUST not forget what you are working toward, and that comes through focus. Learn to rein yourself in.
Excuse yourself from meetings that take away from your selling time when appropriate.
Stop chatting it up when you get to your office.
Set your next day’s agenda / call list / contact list / prospect list updates at the end of the day for the next day - so you can hit the ground running.
Set mini activity goals, like getting your coffee or tea AFTER you do “X” amount of outreach.
You can’t focus on an empty pipeline - so I’m assuming you have some deals percolating and buyers who are interested. If you don’t, then the focus is 100% on building up conversations with future buyers, getting referrals to other potential opportunities and not feeling desperate.
Learn about your buyers and your market. Who are your buyers’ customers? What is important? Everything you can learn will help you in building conversations and potential opportunities.
Don’t think it is up to someone in your company to motivate you or do your job. Take charge of your career and keep focus on what is most important for your success.
Lori Richardson is CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership Lori is also President of Women's Sales Pros - a community created to help move the needle for more women in sales and sales leadership roles. Lori helps She speaks at CEO groups on topics of sales growth and the importance and value of diversity. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries.
Lori received the 2019 "Lifetime Achievement Award" from AA-ISP (American Association for Inside Sales Professionals - The Global Inside Sales Association) and is a LinkedIn 2018 Top Sales Voice.
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