Think about what’s working in your selling AND what’s not working. What are you going to change?
I recently posted on another blog to respond to a sales prediction. What was it? That the salesperson is going to be the differentiator in sales in 2014. I agree. Here’s what I wrote.
You’re so right about the salesperson being the differentiator. That’s why the skill of thinking (really undervalued in selling) is going to be critical. This means that great salespeople need to know what’s working and why so they can repeat it. It starts with measuring parts of your sales process and doing something with the data!
Too many salespeople have no clue what part of their sales process is breaking down. They need to figure that out.
Successful sales professionals know what’s working—and what’s not working. Do more of what is working and STOP and change what’s not working. Maybe it’s time to do some thinking????