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Article Check - Sales Performance and Motivation: How to Get Your Edge Back
Success in any advertising campaigns depends on four things: a good product or service, good ad copy, the right market and repetition. The item or service that an advertiser is promoting is a major variable in the equation for successful advertising. Unfortunately, that is something that companies such as ours cannot help you with. Once you have the product or service that you are going to promote and you are certain that it will be of value to others, then we can help! Here’s where we start...How to write an effective classified ad...The single
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can inc
If you want to speed up your business in 2007, you'll need to fine-tune your business approach and utilise your resources to their full extent. However, like many business owners, you may be reluctant to tie up your capital. So where can you turn to if you're looking to finance major business-related purchases such as commercial vehicles, manufacturing machinery or IT equipment?The answer is simple: asset finance. Asset finance works in such a way that the money you borrow is secured upon the business assets you acquire. For instance, if you're planning to in
... you don’t feel as enthusiastic as you used to, or you find yourself missing opportunities during your sales presentations. You start to cut corners and begin to care a little less. After a while you can no longer ignore the thought that tugs at you...“I’ve lost my edge” .
We’ve all experienced the dreaded slump. As someone who has survived to sell another day, here is a time tested plan of action to jumpstart your sales motivation and performance.
STEP 1 - Acknowledge
The first step toward overcoming any challenge is acknowledging it. Recognize it as a real, but temporary obstacle to your ambition, and you’ve already begun to remove it.
STEP 2 - Take responsibility
Personal responsibility is a hallmark of success. We each decide every minute of every day how to spend our time, and those decisions shape our thinking and our selling behaviors. Accepting responsibility encourages us to be proactive in creating solutions rather than cultivating excuses.
STEP 3 - Refocus
Refocusing on your goals is a great way to spark something innovative in your attitude and your sales presentations. Remind yourself that your daily activities are parts of a larger whole. You’re not just selling to move market share. You’re selling to accomplish personal and professional goals.
If your sales presentations aren’t as strong as they used to be, refocus on basic selling skills for an immediate impact:
• Begin each call with a clear statement of purpose
• Probe to uncover customer objections and needs
• Close for some type of commitment on every call
• Follow through with an action plan
STEP 4 - Self-assessment
Sharpen your self-awareness to get your motivation and performance back on track. This step challenges you to go beyond a basic inventory of your strengths and weaknesses. Carefully consider: What steps of the selling process do you try to rush or avoid altogether? Compare the selling situations you find most challenging with those that are easier for you. Examine how you respond to different personality types. Your goal is to identify any impediments to your success, so be as specific as you can.
STEP 5 - Seek feedback
Conventional wisdom is that we never see ourselves as others see us; therefore, feedback is an essential complement to your self-assessment. Your direct supervisor, sales trainer or territory partners should be able to provide an objective assessment of your current competencies as well as pertinent impressions of how your performance has changed over time. Since your selling habits directly impact their success they have likely formed definite impressions of your skills.
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can inc
If you run a small business and you have a community following of sorts you have to be careful not to dilute your message by over marketing peripheral services. Yet at the same time if your existing customers desire a similar service, which you can offer and make a good profit at well then you might be considered a fool for not offering it right? Assuming of course you have the employees to do it and can manage it without too much additional upfront capital or training costs.Now then let us consider the similar service businesses of Auto Detailing, Car Washin
STEP 1 - Acknowledge
The first step toward overcoming any challenge is acknowledging it. Recognize it as a real, but temporary obstacle to your ambition, and you’ve already begun to remove it.
STEP 2 - Take responsibility
Personal responsibility is a hallmark of success. We each decide every minute of every day how to spend our time, and those decisions shape our thinking and our selling behaviors. Accepting responsibility encourages us to be proactive in creating solutions rather than cultivating excuses.
STEP 3 - Refocus
Refocusing on your goals is a great way to spark something innovative in your attitude and your sales presentations. Remind yourself that your daily activities are parts of a larger whole. You’re not just selling to move market share. You’re selling to accomplish personal and professional goals.
If your sales presentations aren’t as strong as they used to be, refocus on basic selling skills for an immediate impact:
• Begin each call with a clear statement of purpose
• Probe to uncover customer objections and needs
• Close for some type of commitment on every call
• Follow through with an action plan
STEP 4 - Self-assessment
Sharpen your self-awareness to get your motivation and performance back on track. This step challenges you to go beyond a basic inventory of your strengths and weaknesses. Carefully consider: What steps of the selling process do you try to rush or avoid altogether? Compare the selling situations you find most challenging with those that are easier for you. Examine how you respond to different personality types. Your goal is to identify any impediments to your success, so be as specific as you can.
STEP 5 - Seek feedback
Conventional wisdom is that we never see ourselves as others see us; therefore, feedback is an essential complement to your self-assessment. Your direct supervisor, sales trainer or territory partners should be able to provide an objective assessment of your current competencies as well as pertinent impressions of how your performance has changed over time. Since your selling habits directly impact their success they have likely formed definite impressions of your skills.
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can inc
Security is so important that it has to be addressed from the very first day you start planning your new franchise business. Over the years the franchise industry has developed security safeguards and operations that are highly effective and most franchisors now have as a matter of course well developed, tried and tested security procedures. There is now a very active Security Industry, which has grown up around this need for protection, and ranges from local, to large national and multi-national companies.The most common security issue you will face e
• Begin each call with a clear statement of purpose
• Probe to uncover customer objections and needs
• Close for some type of commitment on every call
• Follow through with an action plan
STEP 4 - Self-assessment
Sharpen your self-awareness to get your motivation and performance back on track. This step challenges you to go beyond a basic inventory of your strengths and weaknesses. Carefully consider: What steps of the selling process do you try to rush or avoid altogether? Compare the selling situations you find most challenging with those that are easier for you. Examine how you respond to different personality types. Your goal is to identify any impediments to your success, so be as specific as you can.
STEP 5 - Seek feedback
Conventional wisdom is that we never see ourselves as others see us; therefore, feedback is an essential complement to your self-assessment. Your direct supervisor, sales trainer or territory partners should be able to provide an objective assessment of your current competencies as well as pertinent impressions of how your performance has changed over time. Since your selling habits directly impact their success they have likely formed definite impressions of your skills.
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can inc
How often have you sat in a meeting thinking “This is such a waste of time. I have so many others things to do. I wish I could be somewhere else” Sound familiar? I’m sure we all have had these thoughts at one time or another and maybe for some of us, it has been very recent! My experience as a line manager, senior manager and organisational psychologist over the last thirty years, means that I have attended and run many meetings. In my work, one of the most common complaints I get from all levels of the organisation, is that “We waste so much tim
STEP 5 - Seek feedback
Conventional wisdom is that we never see ourselves as others see us; therefore, feedback is an essential complement to your self-assessment. Your direct supervisor, sales trainer or territory partners should be able to provide an objective assessment of your current competencies as well as pertinent impressions of how your performance has changed over time. Since your selling habits directly impact their success they have likely formed definite impressions of your skills.
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can inc
Asking why you should keep your shredder lubricated is no different than asking why you should change the oil in your car every 3,000 miles. Not only is proper maintenance a requirement to maintain an active warranty, but all mechanical parts need a little oil to help them turn smoothly and to keep them clean. Applying shredder oil to the cutting heads inside a shredder lubricates them so that they efficiently destroy documents sheet after sheet. Fortunately, you will find that taking good care of your shredder is less expensive, faster and easier than caring for y
Keep in mind that direct questions will garner the most useful feedback:
What do you think is the most significant contribution I make to the sales team? What do you think are my strongest selling/territory management skills? What would you suggest to make my sales presentations stronger?
Your customers are another vital source of professional feedback. By skillfully asking questions you can increase your self-awareness while improving your customer service: What is the best way for me to present information to you? How has my product enhanced your business? What is the most important thing I can do when I call on you?
STEP 6 - Are you having fun yet?
This step truly is as straightforward as it seems. It’s a reminder that if you don’t enjoy what you’re doing, maybe you should change what you’re doing!
STEP 7 - Respond
Sales professionals know that no one stays the same. As you continue to grow and evolve in your career you may want to revisit this exercise from time to time. A fundamental change in your motivation or performance may indicate your desire for increased responsibility or a different focus in your career. The insight you have gained here can be the cornerstone for your next professional adventure!
STEP 8 - Keep moving
Still stuck? Sometimes the key to moving forward is simply to keep moving.
Copyright ©2005 by Sally Bacchetta. All rights reserved.
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