When it comes to getting results today in any business and selling environment, it is important that you have a plan designed to help you take the personal steps that are required to get the results that you need.
Most industries and businesses are quite competitive. Many businesses will have a sales team or a sales force that has a primary goal of achieving results. If that team is like most and of average configuration and consistency, less than 10% of the sales force will be high performers.
The fact of the matter is that successful salespeople in high performing teams work to a plan and to a system. They understand what it takes to get the job done. Personal discipline is a very big part of being a top salesperson. Average salespeople struggle with discipline at a personal level. This can be changed but it does take commitment from the individual.
From a salesperson perspective the following numbers are really top priority:
- Prospecting contacts
- New clients
- Repeat business
- Key Accounts
- Sales per customer
- Sales per salesperson
- Sales per week, month, and quarter
A salesperson without a plan is really lost in business focus and will rarely produce any significant results. If your remuneration and income depends upon getting the sales in the door, then you really do need to construct your personal sales system and focus to take you forward. Any year can be your top year as far as sales and income; it is just up to you to develop the focus and the momentum.
Here are some steps below to help you in constructing your sales plan for the coming year.
- Decide what is important to you from a business perspective. Exactly what is it that you require to take your career or your business forward? In most cases it will be a combination of income, client base, market share, conversions, and new business. When you create the business, customer service will also soon be a focus for you in retaining long-term relationships and converting them to key accounts. From a business perspective, key accounts are of high value and will strengthen the goodwill of the business. Ultimately key accounts should be the focus of the entire sales team. A key account client has the right attributes for staying with you as a high value customer producing many sales and return business of significant size.
- Understand the things that you must do each and every day. Many salespeople just let the day evolve rather than work to a plan. This is perhaps one of the biggest problems in professional selling. When you understand how things can take over your diary and your time, your soon know the high value of a plan as part of your business day. The plan and your discipline in keeping to it will help you get results. There is a big difference between ordinary results and high value results. You need the results that will produce high value outcomes for your personal career.
- Know the things that will derail your progress on a regular basis. They will happen and for this reason must be controlled. At least 1/3 your day needs to be under control and deliberately systemized. Inside this 1/3 day you should be controlling the key elements that produce the results that you require. The diary and your discipline go hand in hand. The other 2/3 rds. of the day can be devoted to ordinary things that are of a general business nature.
- Be determined to break through the habit barrier from a business perspective. Habits are the only things that really matter when it comes to attracting sales and getting results. It takes a salesperson about three or four weeks of deliberate hard work to create a new habit in business. Many salespeople are not strong when it comes to discipline and focus. You have a choice, and you can see the problem. Take the right actions.
- Take steps every day to your plan. Small steps will grow your outcomes. It is the repeated steps that will get the momentum up and the client results that you need.
- The way you think impacts the way you act. It is a fact that ‘stinking thinking’ will divert your actions into chaos and dilemma. As a professional salesperson, direct your thinking to the things that really matter and improve your thinking processes so that the right actions occur. It is a very simple formula, but it does take significant personal process and control.
The sales planning process can take you from the average levels of sales to the top of your market very quickly. It all comes down to what you do yourself on a daily basis and how you improve those processes. Create your system and take the required action.