It’s a brand new year and a brand new opportunity to accomplish your sales goals. These 5 sales team New Year’s resolutions can get you started on the right foot so you can make 2020 your most successful year yet!
As a sales representative, you’ve probably had plenty of deals that took up a great deal of your time and energy, only to fall apart in the end – and all the work you put into it disappeared along with it. This year, commit to walking away from deals that aren’t working for you. Know when it’s time to give up on a lead that’s gone cold, and give yourself permission to give up when that time comes.
All too often, your success is measured by things you have little to no control over. Perhaps you measure success by your actual sales numbers or by how many customers buy a specific product. But here’s the problem: you can’t control when customers are going to come through the door and when they aren’t. You can’t control what products and services customers are most interested in. And you most likely can’t control the costs for what you offer. While you can certainly suggest upgrades and add-ons, or make special offers, you can’t guarantee that the customer will have the least bit of interest in them, either!
You can, however, control how many customer contacts you make or how your attitude shifts to accommodate different prospects or customers. Stay focused on goals you can control. Often, you’ll be surprised by just how much easier that makes it to connect with potential buyers.
It doesn’t matter how you finish that sentence: their appearance, the company they work for, their attitude, your attitude, etc. Some of the best customers you have will be the ones you never expected. Don’t let your preconceived notions get in the way. Perhaps you work in a brick and mortar location where customers, who when they first walk in, do not appear to have the means to purchase your products. Maybe you work an account where all but one of the decision-makers wants to sign the contract and you think you’ll never change their mind. Just when you think a sale simply won’t happen, those customers may surprise you! This year, commit to withholding judgment on your customers, potential and otherwise.
These days, almost everyone is on social media. Even if you sell to companies, rather than individual consumers, those companies are filled with individuals who are – you guessed it – on social media as consumers.
In 2020, commit to finding the spaces on social media where your clients spend the most time and connecting with them there. You shouldn’t spend all of your time on social media, but it’s a great way to connect with potential clients and show them what your business has to offer. In a particular industry? Join applicable LinkedIn groups. Offer fantastic advice and answers to questions. Establish yourself as a valuable resource from your industry and/or brand so that when potential customers are ready to make a buying decision, they know exactly where to turn.
When customers come to your business, do you know how to connect them with exactly what they need? And if they aren’t quite sure what they need, are you good at discerning what they need by asking the right questions and listening to their answers? Are you a master at communicating with prospects and customers via email? Are you leveraging CRM systems and sales tools like GridBuddy to maximize your productivity? Do you know how to negotiate with a customer to bring about a positive result for both of you?
This year, focus on developing your sales skills and, particularly, refining your negotiation skills. Learn from the success of others on your sales team or your sales leaders. Learn to listen to your customers to better discover what they really want or need, then sell it to them. Help customers “see” what they really want, even if they don’t yet realize it. As your negotiation skills improve, you’ll often find that your sales do, too.
Make 2020 your best year yet, smash your sales goals, and become a better sales representative in general. With these New Year’s resolutions, you’ll be well on your way to success.