7 ideas for improving your sales performance
- Set standards. It is impossible to have accountability without standards.
- Separate new business and account development. New business is psychologically harder than account development, both are less comfortable than delivery.
- Be purposeful. Have an objective and key results for every sales interaction. What is your most wanted outcome? How will you know you are on track to achieve this?
- Make selling a game. A lot of the sales work is a grind, particularly outreach and follow-up. Recognition and gamification can go along way to making this fun.
- Run effective meetings. Don't waste people's time. Get good at preparing, focusing conversations, producing action-based minutes, and facilitating.
- Inspire people to follow you. Explain, with passion, “this is where we are going and this is what’s in it for you”. Think about a 10-point plan that shows how you'll get there.
- Find your complementary pairing. Two can achieve more than a lone star. Steve Jobs and Steve Wozniak, Bill Gales and Paul Allen, Mick Jagger and Keith Richard.
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