The 4 Biggest Things
There are 4 Big Things that impact selling success. These are not just for 2011; they are timeless. If you get these right as a salesperson or sales manager, then you’re on your way to selling victory. Sounds easy, but lots of room here for error and miscalculation.
Here are the 4 biggest things that impact selling success:
1. Activity – What You Do
2. Messaging – What You Say
3. Audience – Who You Say It To
4. Visibility – How You Track It
We’re working with Fortune 500 companies and Silicon Valley startups that have sales team inconsistencies around all of these. When it comes to sales activities, that is, how many calls, emails, meetings, proposals, etc. need be done daily, weekly, monthly, some teams have no set pattern of activity metrics. The quality of sales messaging at all points of the sales cycle varies widely as well. It’s a lot more than just a good elevator pitch.
Additionally, correct customer audience/targets in terms of industries, segments and titles can greatly impact the effectiveness of selling efforts regardless of the quality of the selling message. Finally, how salespeople and managers maintain sales visibility in tracking pipeline growth and forecasting accuracy is as critical as anything in driving activities, adjustments, incentives and results.
Sales isn’t easy. It’s simply clear and straightforward what one has to do to be successful.
Are you set up for success in 2011?