In business and in sales today, things change on a regular basis and you need to see that change. For this reason you need a personal business plan and a process to keep you on track. High performing salespeople develop a plan that keeps moving them forward.
Here are some tips to help you develop your business model and plan.
- Once every quarter, it pays to review your market for changes and pressures. Look at the opportunities of change that can provide you with more clients or sales. Compare each quarter to that of the previous quarter. Look for the trends over time. Pay particular attention to the seasonal sales activity and patterns in your town or city. Generally most salespeople have a window of 10 months each year as a core selling period. That is the time frame where you really need to work hard and with focus. That is where your plan will be most important.
- Your product or service will require knowledge, skills, and market updates. That should be an ongoing process of tracking and improvement. The clients that we serve like to see confidence and relevance when we do our sales pitch or presentation.
- Considering the current market and your services, ask yourself the following question. Why do people need you? The best answer to this question will be your unique selling point. The answer that you give needs to be quite specific and all of your marketing efforts should be centered on those facts.
- Determine where you are right now when it comes to market share, clients, sales, and income. All of these things should be part of your business plan and improvement model. Targets should be set when it comes to each of these categories. The target should be realistic and yet also optimistic. Set the rules so that you know exactly where you are headed with your sales targets this year.
- The targets that you set should be established on a timeline given your core 10 months of market activity. If you are starting your selling career in a new area or business, you will need to stagger the growth of sales over the 10 month period. The first three months of the period are likely to be devoted to the establishment of market share.
- From all of the above items, you should be setting your action plan in motion. That action plan will require resources to support the systems that you create. A database will be part of that process. The client connections that you make should be tracked in the database so that ongoing customer relationships can be built. In many respects, the success of a salesperson is largely based on trust.
- On a final note, always track your progress on a weekly basis. In this way you will quickly know when things are improving or slowing down. Your plans and actions can then be easily adjusted. Pay particular attention to your prospecting processes, conversions to meetings, meetings to sales, and customer service. Providing everything moves well, you should have the opportunity for ongoing referral business and repeat client activity.
The results that you get as a professional salesperson are largely driven by your mindset and your actions. Protect and support both of these processes with the right attitude and consistency. Over time you can build your market share and income.