How to Plan for Sales Success?
1. Personal Vision
- Have a clear personal vision that includes your values and goals- Put it in writing and refer to it frequently
- Make it a stretch, and achievable
- Share it with others for support and accountability
- Commit yourself to continuous personal development
- Find points of alignment with your company's vision and/or objectives
2. Company Vision/Objectives
- Know where your company is focused, and help it move forward- Instead of complaining, develop solutions to internal problems
- Create ways to add value to your company
- Show pride in the company you work for
- Be excited about the products you sell
- Create customer advocates in your company
3. Business World
- Identify issues that could impact you and your buyers- Be informed and educated on the world around you
- Broaden your scope of interests outside your company
- Create solutions that get your company ahead of current trends
- See problems as opportunities
4. Industry Trends
- Become an expert in your field. Read, study, and research- Make your profession one of your hobbies
- Be on the cutting edge
- Commit time to professional organizations in your field
- Learn your competition's strengths and weaknesses
5. Client's Perspective
- Know your buyer's products, industry, people, competition, etc.- Develop champions in your client companies
- Expand your sphere of influence within companies
- Be a consultant. Add value in some way at every point of contact
- Do research on your clients and prospects
6. Buyer's Issues
- Identify common ground with people- Know your buyer's motives and challenges
- Exceed their expectations
- Quantify the benefits your customers get from you to maintain loyalty
- Find ways to help them in addition to your product
- Follow through on your commitments
