Checkpoint for Increased Sales

May 28 2008

Posted by: Cheryl Clausen in sales coaching, tags: increase profits, increase sales, one-on-one sales coaching, selling

In just a couple days you can mark off the first half of the year. Are you where you want to be at this point in the year?
Whether you are or you aren’t now is the time to prepare for the second half of the year so you ensure the results you want for the year and increase your sales .

There are 5 key questions you should be asking and answering to prepare for your success.

What have I accomplished so far this year? In terms of where you want to be:

financially

in business growth

with your customer relationships

in your ability to effectively manage your business?

What do you want to accomplish in the remainder of the year? In terms of:

revenue and profits

market share

client retention, repeat business, and referrals

your ability to run your business without your business running your life

What has to change? As you look at what you’ve accomplished so far this year and what you want to accomplish in the remainder of the year can you do that doing exactly what you’re doing now? If you can’t you will have to do some things differently than you are now? If you can, do you have an opportunity to stretch and grow and accomplish more than you have before? What behaviors and actions will you have to take to accomplish what you want?

How will you make those changes? Changes to produce different results require different behaviors and actions than you’re using now. If you were to get what you want how would you behave? What actions would you take?

When will you take the first action? Most people trip themselves up because they focus entirely on the completion date. Time will pass no matter what, right now the most important thing is taking the first action. The longer you put off that first action the longer it is before you get what you want. Identify the first action you must take to get what you want and then set a firm date to start taking that aciton.

The only way to get the future you want is to create it. You’ll find those who excel in sales plan the future they want and implement their plans while others wait for things to happen. Jonathan Farrington put together a nice list of things the top 5% do.

This entry was posted on Wednesday, May 28th, 2008 at 6:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.