Focus….. it is critical to our success in sales.
How focused are you on your success, and can you measure it in any way?
Our Monday morning call (we have one EVERY Monday…. it is a no cost teleconference to offer sales inspiration) will talk about 3 ways to gain sales focus and take action.
I polled a group of 50 successful sales executives, account managers, and sales leaders. Here is what they said about their “top three” to get themselves refocused and moving in the direction of their sales goals –
1. Re-commit….. what is it that you are working toward? Why do you get up in the morning and head to the office? What is keeping you going? Talk to yourself about whether you have the fire burning inside you to break your personal goals and gain ground. Are you merely watching the clock tick away at work, or are you helping further build an organization of successful peers?
2. Crank up your enthusiasm…… the successful sales reps don’t mean the Starbucks drive-through cheerleader voice… (got that one this morning.. wow, too much!) – but what they meant was that if you are not enthusiastic about your product or service offering, why should a prospective buyer be? Personally, I don’t think everyone in the world needs enthusiasm – but if you are coming to me to want to get me involved in something…. your enthusiasm would be an indicator to me of the value of the offer. It is not the only indicator, but it is a big one.
3. Play to Win… these sellers think that you should be “in the game” to win – meaning that you have something to work for and toward – and that others in your organization may be a part of it – and (I’m hoping) they are tracking their way to success. What metrics are you using to know where you stand, and whether you are short or over your goals? Be clear on this.