Coming out of lockdown represents a great opportunity for you to re-boot your sales team. Even if you’ve been a high performing team things will have changed significantly for your clients as well as yourselves, to the extent that refocussing your activity will be essential. If your team hasn’t been high performing this is a great chance to fix it!
II you’re a 1-person band, or a small business, and your sales team consists of you, exactly the same thing applies. The key to success in sales is the activity that you complete now, and in the future, rather than sweating about past results.
Results are reactive and backward looking (and yes we do sweat over them even though we can’t change them!) whereas activity should be proactive and forward looking. You can learn from your results, but the learning should be about what activity to complete now and going forward to smash your sales targets.
In sales activity, everything you do is QDQ!
Quantity: Are we doing enough activity?
Direction: Are we doing it with the right people, groups, introducers of new business?
Quality: Are we completing the activity with skill, knowledge and enthusiasm? On a needs-based selling basis? With a smile on our faces?
These 3 aspects of activity are non-compensating, for high performance you need high levels of all 3.
Often we see people attend a networking event, not interacting, and then saying networking doesn’t work. OK, they’ve ticked the first Q, but they haven’t interacted with the rest of the group or adopted a relationship-building approach to the other attendees.
Get your sales team, or yourself, to develop sales activity plans based around QDQ. Then hold them, or yourself, accountable for carrying them out.
If you achieve this the result will be increased sales through proactive, targeted activity delivered on a skilled and enthusiastic basis.
Sales culture & sales management expert, sales trainer, focusing your sales team on completing the right activities to take your business where you want it to go.
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