How can you improve in 2018?
We are a global sales company. Working with 90,000 companies and hundreds of thousands of the best salespeople means we see what makes the best performers successful. We’ve collated these insights to help you and your teams drive even greater sales performance.
Stick to your strengths, know what works
We’ve seen different sectors favor different methods and approaches. By embracing your strengths you can optimize your approach to match. So, if you’re a wordsmith stick to emails, and if emotional intelligence is your thing then it makes sense to focus on those all-important face-to-face meetings.
Streamline your sales process, don’t overcomplicate
One of the key conclusions from our data is simplification. Sometimes salespeople try to do too much. Champion the art of cutting back the layers of process in favor of clear and easy-to-remember steps. But note, that doesn’t mean doing less – it just means sharpening up your act and shaking off those stages that are not working.
Tool up and embrace available tech
A critical part of the sales process is managing and recording conversations. Also, high performers are much more active on their mobile devices. This suggests that those using their mobiles know the importance of capturing key information, while it’s fresh in their minds – and before the next meeting washes it away. In my view, no notes mean no progress. Think about leveraging tools to advance conversations along the pipeline. Whatever your weapon of choice, embed it deeply into your sales process.
Focus to get ahead
Focus is essential for closing deals: I’ve seen that from my own experience. I was always in a better place when I knew exactly what I needed to work on. Companies with low conversion rates conduct 30% more activities than higher-performing ones – around two more per deal. It sounds obvious, but doing less and focusing on the right things means you’ll do them better. Avoid a scattergun approach, keep an optimum number of good deals in your pipeline. Otherwise, it affects everything: the processing, analyzing and execution.
Leading conversations is instrumental
I’ve seen so many salespeople fall by the wayside because they struggle with leading a conversation. Leading a conversation transforms into leading a sales process and leading your sales career. Learn how to initiate a move forward, do it with certainty and make sure you have your prospect with you every step of the way.
Be mindful of speed
It’s true that if you’re quicker to ‘yes’ you’ll achieve higher performance. Conversely, that also means you may be quicker to ‘no’. That can be difficult to digest, as we may often want to go along with the illusion of a potential ‘yes’ rather than burst the bubble. But tough as a ‘no’ is, it will also bring clarity—it means you can move onto new prospects.
Even though the world is getting more competitive, with the possibility of tough times ahead, I believe that the best salespeople will continue to strive to do better. The best salespeople will make sure they have the right tools and that they are continually learning from others so that they can thrive in any conditions.