Bright Lights - Tips & Solutions

Sales 101

Tracking and Staying on Track

One of the most important things a top salesperson does is track their numbers so they can stay on track.  It is critically important to be able to adjust your behaviors when they move off track.  You wouldn’t want to be surprised by poor results starting to rise out of nowhere.  You always want to keep the pulse of what is happening in you sales territory.

Be sure to schedule time to review those results as an appointment with yourself in your daytimers, calendar, or Blackberry.  During that appointment, compare results to your business plan.  Are you adding enough new business to the mix?  If you are, you’ll be adding enough of that new business to more than compensate for the natural attrition of business disappearing.

Do you have your SMART-P goals written in your business plan?  All top salespeople have them written and visit them on a regular basis.

Engage a mentor and schedule meetings on a consistent basis.  It is so easy to get off track without even knowing it.  A good mentor will help you discover being off track and help direct you back to more productive behavior.

Always be ready to adapt and adjust when necessary.  The world is changing around us at warp speed. Make those changes quickly and efficiently.

One of the biggest mistakes sales people make is to sell themselves on what you think is happening, without knowing for sure.

Finally, create an accountability strategy that works for you.  Accountability has to be personal and everyone’s is different.  Make sure yours works for you.