Simple Lessons for Young Sales Executives: 3 Ways to Ratchett Up Performance

As young people are stepping out as entrepreneurs and launching their startups, an eccentric trend is coming into view. The sales department is being run by up and coming youngsters who are talented but lacking in productivity. They are nice and friendly to deal with and compelling enough to close leads that are hot and immediate. Sadly, they lack the experience, dedication, and personal organization needed to deal with leads that require more than one step of follow-up.

Personal organization is the most crucial intrinsic skill of a sales executive and this is just what the sales executives on the market front are lacking. Personal organization single-handedly can help you achieve a 100% follow-through rate, you have our word!

The problem with most sales executives is that they cannot organize their ideas, leads, and business cards in one place. This often leads to the misplacement of business cards of pertinent leads and losses worth several hundred thousand dollars to the company.

You may have not paid much heed to the clutter before, prevalent in the work space of so many sales executives, but if we have made you realize a mistake we will also help you rectify it.

Below are the three musts for sales executives if they wish to practice better organization and seize every big opportunity that comes their way.

1.      Systemized Gathering

Sales executives need systemized gathering of all the leads, ideas, and business cards in one place. Many sales executives make the mistake of scattering their leads’ business cards all over their office. When these business cards are required, sales executives waste precious time and often important leads in searching for business cards and leads’ contact information.

2.      Systemized Processing

Second only to better organization of business cards, leads, and ideas, comes their systemized, automated processing. Sales executives must establish a routinely clean-up of business cards, leads, ideas, and other clutter lying around the office so that none of them are left to rot away in towering piles. They need to dedicate a set time, weekly or monthly, and go through the organized pile established in step 1. All the items regarding leads present in your archives, drawers, and phone storage must be looked at and processed by the end of each week, if not every two days.

3.      Automated Calendaring

Sales executives need an automated calendar system that reminds them to process leads and business cards timely. Most of you would feel that the paper calendar resting on your office table will suffice. But let us remind you, if you are not in the habit of referring to that paper calendar and taking action upon its reminders, then that paper calendar is quite useless.

A phone-based calendaring system serves much better in this regard. It buzzes and continues to interrupt your on-going activity until you have transitioned to the next important activity on the schedule. Phone-based calendar is more infallible than your forgetful, fallible mind and more portable than a paper calendar. Why not make use of the technology at your disposal and move as much of your data/work to a digital portal as is possible.

These basic tips for better personal organization may not come as a surprise to any sales executives; however, they are largely lacking in professionals these days. And even if the tips seem pretty obvious to you, the benefits of following them through can help you reach milestones!

Brenda Cagara has been writing for websites, articles and blogs for five years now. She had a fair share of writing on variety of niches but her main focus on sale, business and finance. Currently, she is working with rak offshore company setup (Riz & Mona) that offers company formation and business setup in Dubai. Other services are visa processing, branch office Dubai, bank account opening, trade license, product registration and many more.

 

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Business Lessons from Iraq: the Consequence of Disengaging

business lessons from Iraq

image courtesy of PressTV

As of June 2014, the current situation in Iraq is spiraling out of control.  A new, spin-off terrorist faction called ISIS (Islamic State of Iraq and Syria) is committing atrocities and taking ground in north-central Iraq and moving southward toward Baghdad, changing the short-lived democratic face of the region and creating scenarios and military alliances of convenience that one would have thought implausible two weeks ago.  Although the region has always been unstable (and likely always will be), many analysts concur that the United States’ troop draw down to essentially zero has created a power vacuum, with current Iraqi security forces unable to defend territory and a government in disarray.

Folks, there are business lessons to be learned here. Read More…

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How to Get to First Base with the C-Suite

selling to the c-suite

image courtesy birdswatcher.com

How many people in Sales do you know that do not want to reach the decision-maker with their pitch?  The rhetorical answer is…zero, of course.  When it comes to complex sales of technology, consulting, or other high-value yet high-ticket services in a B2B setting, those decision-makers reside within the C-Suite of your target prospect organizations.  CEO, COO, CIO, CMO – depending upon the responsibility domain of whom best benefits from your stuff; your focus is at this level. But as many of you know, cracking the defenses of the executive wash room crowd is no picnic, so just how do you go about even getting to first base, much less make a sale? Read More…

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How to Double Your Sales Wins Before Your First Call

double your sales wins, sales call plan

image courtesy Wrigley Corp.

Anyone engaged in selling, be it a salesperson or a business owner that promotes her own company, wants to develop new business from new and existing clients.  Unfortunately, most sales professionals lose the sale before they even make their first sales calls, and don’t even know why, chalking it up to a numbers game they can only control by knocking on more doors.  Well people, in my brain, my closure rate is to number of calls as margin is to gross sales—I’d rather call on half the prospects to get the same numbers. Read More…

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Suspect to Prospect: The 1st Rung of the Sales Ladder

image courtesy Michael Becker, Fox Network

If the number 1 reason for missed sales is not asking for the order, then a close second has to be the mis-applied sales pitch; that is, trying to sell to non-qualified prospects.  This is particularly true for high value B2B sales, such as new technology or outsourced professional service contracts.  You just don’t have the time to gamble on sentries, tire-kickers or lonely junior execs looking for someone to talk to.  Top professionals maximize their personal and company time and resources and only present solutions to qualified, high-likelihood buyers where the deck is stacked to win. Read More…

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3 Lies You Tell Yourself About Your Customers That Cost You Sales

image courtesy "Sudden Impact", Warner Bros

In my line of work, one of the most frequent expressed needs my technology clients talk about is new business development.  Sales have stagnated or dropped, and the CEO is seeking the classic Hunter.  This makes sense.  New business development is incredibly important.  But what about old business development?  I’ve found out that many business owners are kidding themselves about the business opportunities that come from current accounts and continue to believe some whoppers about the current state of their sales, and that belief is costing them easy sales.  Read More…

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Mental Aerobics for Salespeople: Breaking Through

brain aerobics, mental conditioning

image by marin/ddparumba @ freedigitalphotos.net

Sales professionals leverage their history, training and experience in their personal selling tool kits, making them available as needed to attack any sales situation.  This is good.  But what happens when it isn’t working, when you’re in a rut, and you just can’t seem to move the needle with that target account and you’ve exhausted all of your known tactics?  It’s time to change your approach, and that’s easier said than done when years of training and success have boxed in your brain with certain “realities”.  It’s time to hit the mental gym. Read More…

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Selling Technology to the C-Suite: Making the Complex Actionable

selling technology, selling the c-suite

Image courtesy of Victor Habbick @freedigitalphotos.net

We’ve all seen sit-coms showing nerds at Star Trek or Lord of the Rings Conventions, laughing at the esoteric, inside-baseball, goofy factoids that everyone in attendance knows about and the audience doesn’t.  That super-geek behavior is what makes it funny.  They’re talking their own special language of techie pop-culture, yet it is Greek to the rest of us.  If you’re company sells technology products and services, and that is a lot of firms these days, beware your sales approach to the buyer who isn’t as up to speed on the hi-tech bells and whistles as you have become.  You might seem just as alien as the Hobbits from the TV convention, except it won’t be funny when you end up losing the sale.

This happens more often than not when well-versed sales engineers get past the high-tech user audience and need to pitch to the C-suite.  Those real decision-makers speak a language of their own, and you need to learn it if you want them to start scratching out checks. Read More…

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Developing Your Market Game Changer

 competitive advantage, unique selling proposition, business uniquenessWhen the world is filled with apples, how can your business become an orange?  In the universe of modern business, getting your name out as a recognizable and trusted expert within your industry is the main task facing CEOs, CMOs, and Vice Presidents of Sales or Business Development.  Standing out in a world of sameness means coming up with a true competitive advantage and exploiting it for the favor of your company.  That’s easier said than done, especially in commoditized markets like IT services or 3rd party Logistics, and is one of the most misunderstood aspects of business strategy today.

But what if you could not only stand alone in your industry, but revolutionize it with new product, process or practice that would change the market and set a new standard that others were forced to mimic in order to survive?  That’s creating your market game changer, and it could change your business and your life in ways you never thought possible. Read More…

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Navy Seal Crisis Response: 3 Steps for Your Business

 navy seals, seal training, crisis responseThe United States Navy Seal program develops warriors on the battlefield par excellence.  These are men who are the very best at dealing with crisis situations that most of us can’t begin to contemplate and handling them with crack efficiency.  Unfortunately many of us reading this, myself included, never realize that game excellence until one or more of them make headlines by making the ultimate sacrifice for their cause, their unit, and their country.

But what exactly makes these guys so exceptional at what they do, and can those skills, or variations of them, be developed in people like you and I and used in our daily routines to make us the best in our own respective career universes? Read More…

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