In professional selling it is interesting to ask yourself if you are ‘on track’ or ‘on course’ with your targets and goals.  Given the pressures of any business unit or sales team today it pays to ask that question at the end of each week to see what you have individually done and what you could have done better.  You will then know if changes need to occur.

When things are not working, it is poor business practice to repeat the errors and things that are not working.  Only good habits change the future.

It is very easy to get distracted or diverted when you consider all the things that we have to do each day.  How does this list seem to you for a list of daily issues?

  • Prospecting
  • Client contact
  • Sales negotiations
  • Follow-up on current deals and activities
  • Assessing the competition
  • Maintaining contact with key accounts
  • Documentation
  • Marketing

I guess you could add to this list yourself with some other sales or customer related challenges.  The point is that things will happen every day, and it is our responses that we can control and that will get us through.  We hold the key to the process when it comes to improving sales results in any market and economy.

So what can you do here?  A healthy dose of dialogue practice doesn’t go amiss when things seem frustrating in your market and industry.  You can add to that some time management practices to get your business day under control.

Here are some good approaches to rectify poor performance in any sales team situation:

  1. Test and measure the things that you are doing today
  2. Understand what you are there to do in selling and why that is the case
  3. Take ownership of the business, your market and your clients
  4. Put yourself back into the sales territory personally by talking to more new people every day
  5. Look for patterns that are opportunities in waiting
  6. As for the business and ask for the new client relationship

So what is the message here?  It is time to get out and build that market share and your client relationships.