2020 is a memory now. Many of you are breathing a sigh of relief because you are glad to see it go. Take a deep breath and think of 2021 and your sales plan. It’s time to start with some new strategies to make your year a success.
Sales Plan 1: What are you not going to do?
I always think of Albert Einstein at the beginning of every new year. Is it because he had the formula for selling more? Not exactly. He did have a great understanding of what it takes to get better results. He said, “Doing the same things over again and expecting different results is insanity.” I agree. To get better sales results you first have to stop doing the things that don’t work for you.
This year, what are you going to stop doing?
In order to stop something you have to realize what is not working. It’s not too late to do the work now if you haven’t thoughtfully reviewed your sales activities. I find that too many salespeople kid themselves. They think the prospect they’re talking with is actually going to buy. You are also kidding yourself if you haven’t specifically defined your ideal prospect and compared those specs to every prospect that you’ve included in this year’s objectives.
Sales Plan 2: Think Big.
I worked with a salesman who was only comfortable calling on small accounts. The idea that he could call on a larger account terrified him. He was never going to make his sales goals thinking small. In fact, his company was going to have to let him go. I was called in to work with him to improve his skills and get the results the company wanted.
Don’t be like him. Are you afraid of making sales calls on a specific type of customer? What’s holding you back? Get some strategy advice from another successful salesperson if you can’t move forward. You’re going to work just as hard to get a small piece of business as you are with a large piece of business.
Another way to successfully start calling on larger business is to ask for help from your sales manager. Speak with your sales manager if your manager is a good mentor. First identify larger accounts that can be your prospects. Then discuss what your goal is. Ask your sales manager to accompany you on a few sales calls to debrief your work as well as to offer help during the call. Just be sure you are taking the lead in the sales call. It’s your job to sell, not your manager’s job. He’s there to support you only.
Every new year offers a fresh start. That clean slate may be just enough to motivate you to do what it takes to be even more successful this year. If it’s not, remember what Einstein said. You must do something different to expect to get other results.