1. Do Show Your Face In Public!
Technology is wonderful and has made communicating very easy for us. Too easy in many ways, especially when it comes to business. It is very tempting to outsource our communications to automated tools, bots and now even AI assistants! The time saving is incredible given that the drudgery of doing any of this ourselves is so unappealing.
But as we continue to become increasingly digitally dependent, are we simultaneously becoming more superficial, less authentic and perhaps deficient at creating genuine relationships? And as we all know, solid relationships are still the foundation of successful business engagements.
So get out and network face-to-face, you might be surprised how much prospects and customers will appreciate getting to know you in person. So why not make 2018 the year when more people come out of their face-to-face hibernation and get out there and network in person?
2. Take A Cold Hard Look At Your Sales Process
Have you analyzed your sales process lately (hopefully you have a defined sales process and if not, then define one fast!)?
Jason Jordan wrote in the Harvard Business Review that “We discovered that sales forces were most effective at managing their sales pipelines if they had invested time in defining a credible, formalized sales process. In fact, there was an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t.”
So as you can see there is a real economic incentive for having a formal sales process and for making sure it is effective, followed and constantly reviewed. That might be a nice early January project; review recent sales you won and examine the customer’s buying process and then compare it to your existing sales process – is there alignment? Be good to know don’t you think?
3. Put On Sunglasses To Avoid The Distracting Glare of Shiny New Toys
It really is time to focus on the one piece of technology you really need to support your sales team and that is your CRM. I already mentioned reviewing your sales process and part of that is making sure it is reflected and followed inside your CRM. (If you only follow these two pieces of advice I guarantee you will set yourself up for a more successful 2018).
Yes I am aware that there are new sales tools coming out every 10 nanoseconds and they all sound marvelous – too good to be true even….and it is so tempting to believe them just like the late night infomercials for the 3 second ab workout or the new driver that regardless of your golf swing will send the ball 500 yards in a straight line – ignore them and redirect your stare back to the basics. And guess what? When you focus on the fundamentals and really do them well, chances are you won’t need anything else. So focus on your CRM, use it properly and you will be on the right track and whenever someone dangles a shiny new toy in front of you, reach for your sunglasses and move on, quickly.
4. Be Proud To Be A Salesperson!
Salespeople get such a bad rap in popular culture and are rarely (if ever) depicted as the bringers of value and the purveyors of prosperity that they truly are. Make 2018 the year you wear the badge of salesperson proudly. And to help you with this I want to share Nikolaus Kimla’s ebook called Can You Find Real Meaning In Life Through Sales?
Read this and I guarantee you will start 2018 fired up and ready to go.
Have a super Holiday Season and put your best foot forward in 2018!