GenSourc

Wednesday, September 29, 2010

The Big Picture -Little Wins Are Big Wins!





Every sales pro is driven by the big deal "wins", the "yes".... and the "multi digit commission checks!" That's pretty natural since we need to prove to ourselves every day that we are superhuman and wired to kick ass on every sales number EACH AND EVERY DAY! Anything less is simply failure! Right? WRONG!

There is no question that the most successful sales professionals are results driven and a special breed! Highly disciplined approaches to planning and execution are on our minds 24/7 in order to crush the numbers! But what happens when, for some reason, we hit some speed bumps and for a day or two.....or even a week or two those highs we're used to from the daily yes and signed deals comes to a stall? What barometer are we going to use to gauge success for these slower days?

The most accomplished reps are very pragmatic. Little wins lead to big wins. Step outside the box for a moment and take a look at your daily activities....those activities that DRIVE your day. A little win can be anything from setting two appointments a day, delivering an on-line presentation, converting a prospect into an opportunity or having 3 high quality 2 minute long (or longer) phone conversations/day. Whatever your criteria may be, set your expectations...get them up on your whiteboard and cross them off throughout the day! These are wins!

Finally, your last activity to cross off is your action list for the upcoming day. Don't blow it off until the next morning....you're wasting your time if you approach your day so unprepared. Hammer out, for fifteen minutes, your schedule..... tasks and goals for the day. Be ready to go for the AM!

Selling is very much a mental process. With all of the objection we face daily we must have daily trigger points and feeling of accomplishment ever day to stay focused long term.

So, how was your day? AWESOME!

No comments:

Post a Comment