Is sales natural or can it be taught? if your business is going to be successful you need to be able to teach people to sale YOUR way. In a style and manner that fits with your business strategy. Whether you're looking to create a sales process from scratch or refine the results of your current sales process you'll find great tips below in the collection of articles on sales from our weekly Business Owner Insights.
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It's time for a quick sales checkup! Sales is an integral part of every business, but too often business owners don't stop and analyze their process. Today we're going to do a quick check-up that works regardless of your industry or sales process.
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Intentional imbalance is always about your wins. It's about knowing what they are so when you reach them you can turn your attention to the next win. It sounds a bit odd, but the real reason you plan your schedule is so that you can react to the elements that are outside of your control and still be in control. Yes, sometimes you have to completely rearrange the schedule that you've planned and in a moment's notice. This is where most people struggle.
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This month, we've been discussing creating sales "wins" through activity and intentional imbalance. For every sales person it's important to know what your wins are and understand the intentional imbalance your schedule needs to have to meet those wins. Yet, we know that for many sales people scheduling their time to create true wins is difficult.
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Putting Intentional Imbalance into Action
Previously, we discussed that a successful salesperson knows what a win looks like each and every day. They know what activities they need to have throughout a month, a week, and every single day in order to hit their personal goals. They don't leave closings up to chance. And they know that not every day will be the same.
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What is a win for you?
When you're in sales, especially sales with a longer cycle, it's easy to get discouraged. There are days where you might think you've accomplished nothing, because you didn't get the "win" of closing on a deal. It's understandable. Closing a deal gets you paid; and, if you're like most salespeople there's a rush of excitement that comes with the closing.
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| This month we are giving you some ideas and techniques on how to find and initially evaluate candidates for a sales associate position. We focused on qualities and traits you want in a sales associate, where to find them, and how to use resumes and applications to help you identify who you want to interview. Next we are focusing on the personal interactions of hiring. |
| As we continue the month on hiring sales associates, it's important to reiterate the need to have a well-planned strategy. Part of that strategy involves resume evaluation. This week we'll focus on using the resume and application to determine who to invite to the interview. |
For any business that wants to grow, there comes a time when your sales team will need to grow by adding sales associates. When your business makes the decision to grow its sales team, it needs a plan. A plan that starts with:
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This month we've focused on taking your prospects on a sales road trip. One that is clearly mapped with each step in the process identified in advance. By doing so, you and your prospects know what's coming next. The final piece is to make sure you do it consistently.
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