Often when I am training and coaching salespeople, I feel like a football coach. As I write this blog, I am watching highlights a full Saturday of college football during halftime of the Georgia game. What I mean by feeling like a football coach, is all the ‘coachspeak.’ They say a lot of cliché things, and I wonder if salespeople feel the same when they hear from us, or their sales leader.
This week, I delivered my first talk in front of the Sandler network at one of our three conferences a year – yes, we too have on-going, reinforcement training! The crux of my talk focused on the few things that I have committed to doing well and consistently. ‘
As you might imagine, there are innumerable great ideas from our network, and the danger of distraction (chasing the next shiny object) is REAL.
So, to put a bow on my talk for you:
1. Prospecting – What do you need to focus on to find success in the front end of your process. I would suggest tracking everything! Track it daily on a score-card and build a spreadsheet to enter it into weekly so you can see trends in averages and summations.
2. Selling – Pre-Call Planning. This will help you plan so you can “fly the plane” in the sales call. Be sure to write out your opening UFC (with Outcomes) and be bold in quantifying Pain.
3. Account Management – In order to Keep, Expand, and Attain referrals from your accounts you must both deliver and delight!
So the cliché side of this is – do not chase the next shiny object. Greatness comes overtime from doing the right things great, consistently. Be “fundamentally sound” like football coaches like to talk about!
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