Why Your Sales Suck March
Journal Entry: December 10, 2009
"My calendar is full and my sales are on track. It seems like it will end the year ahead of target. This means that my boss my last stop tapping to the sales performance of mine. After years of developing my customer base, I am called Progress. What I can finally relax and start a little 'easy as Possible. There Should wear off, But the dynamics of me in years and then I even more customers, which is easierRate my reach. "
Journal Entry: March 21, 2010
"Sales are below the target and do not appear on the month, I reached my rate. I was on the line earlier this year, but now it seems I'm the average price. I thought the recession was over and the trade were made for improvement. companies are still wary of people who have sold and not moving reorganization. I think I step on a notch to get back on track to find Forward. It seems that this never happensRoller Coaster Ride. "
Sound familiar?
This is a very common problem that many people find too many sales. They forget that the actions taken or not taken today, their results may influence a few months the road. If your collection in "Rise and fall into the trap of reducing its commitment to exploration when they are occupied or for sale. They wrongly believe that their business continues to improve, even if they cutProspecting. Unfortunately, this leads to the "peaks and valleys" syndrome in which the seller has a large following of a month or two months of poor performance. Given the decline in sales, increase its efforts and REP a few months later, sales began to improve. How to increase their sales, they begin to curtail hunting opportunities for new business. And they continue the pattern.
Unfortunately, every company and every person to work ongenerating new business. Age, experience, seniority or experience does not relieve you of this. I remember a conversation with a colleague who said: "I have 20 years, I feel a sense of duty and I do not feel that I must work hard to gain new business opportunities." We have all seen and heard of companies to strike "after decades of operation has been successful. The business landscape is constantly changing. New competitors enter the market and the undermining of our customer base.Products, services and solutions that are used for state-of-the-art obsolete. And the customers once loyal to you and your company and to abandon the ship no longer buy your products, services or solutions.
All this means you should be in line to take steps in new business leads, no matter how long you sold and how well your company is Established. When my wife started her business about 15 years, sliced into the record an investmentcertain time every week its marketing activities. It was wise advice, and with increasing competition, many companies do today, his words are still of value.
This is especially important if you are only a few customers and the work of companies represents a large portion of your income. Many merchants and businesses, finding new sources of revenue scrambling, because a major customer stopped using their services. This is a hardalarm that can be prevented by avoiding the trap of complacency and the self-prospecting for new business on a regular basis.
So what do you need to do in March to ensure that the sale does not suck?
It is important that freezes time in your exploration program. Otherwise, one of two things happen. First, take the madness of the day and do not waste time prospecting. Or too much time in a room andThe negligence of the other options in sight. It is easy to maintain your existing customers to get the handling of email and other tasks. Whether it's "cold calling mail, direct mail campaigns, networking, ask for advice, presentations or participate in social media, you must determine exactly what type of prospecting every day / week. Monitor and manage your time blocks any activity on your calendar deadline. If you carefullymaintenance of the data prospecting, sales in March does not suck.
MMIX © Kelley Robertson, All rights reserved.
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