Monday, June 20, 2011

Focus On Your Biggest Opportunities

I'm sure you, like almost every other sales rep and sales manager, has a long to-do list and not enough time to get to everything on it. But if you Focus On Your Biggest Opportunities, you'll put emphasis on tasks that have the maximum impact on generating the most sales. If you lack Focus On Your Biggest Opportunities, your sales will be stagnant and opportunities will regress into problems.

Any time a sales rep has a choice about what task to accomplish, they can choose among many categories:
* Tasks that are easy personally for the rep to accomplish
* Tasks that are easiest to complete (e.g. short, one-time jobs)
* Tasks that will make the rep look good
* Tasks that are most public
* Tasks that will have the largest impact on their sales and on their company

Unfortunately, we often choose a task that falls into one of the first four categories. The fifth choice is always the right one.

What Are Your Biggest Opportunities?
1. Give enough attention to your best customers.
Humans are wired to need attention. Just because a customer has proven to be loyal to you and provides little maintenance, don't neglect them. If they go away, you'll be in a world of hurt. Plus they are the most likely people to buy more from you.

2. Don't focus on failures. Learn from failures, but don't dwell on them. Failure doesn't show you what excellence looks like. Focusing too much time on struggling accounts will leave a rep with little time to give attention to better customers or higher potential customers who may yield better long-term results.

3. At times, you will need to focus on problems. Sometimes the problems are your biggest opportunities (it just might not look that way on the surface). Sometimes the problems are issues that could cause major damage to the reputation of yourself and your company.

4. Take time for self-improvement. You won't get better standing still. Dedicate some time each week to further educate yourself on whatever sales skill or communication skill that will help you grow personally and professionally. This is probably a good opportunity for me to mention the Erie Sales Club free sales workshop on August 10th ...

The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets.


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