The 12 Days of Increase Sales Leadership Questions – Day 2

Desiring to increase sales leadership truly begins with asking internal questions regarding your own beliefs and behaviors. This next question follows the first increase sales leadership question asked on 12/4/2017:

How do you know you are doing something differently? 

Hint to answer this question is “What are the results?”

By recognizing the importance of the results keeps you from this all too common sales leadership behavior:

Confusing motion with progress and activity with results.

With change and life happening at record speeds, it is quite easy to get caught up with all the craziness busyness sales activities and lose sight of what behaviors have actually made a difference.

What behaviors have moved us forward instead of us just treading water, thinking we are making progress?

Since so many in sales miss their annual sales goals, the inability to know whether they are truly doing something differently to change the status quo is extremely important. They think they have made progress when they look at their calendar, can recite how many sales meeting they have had and yet they are almost creating their own delusional state of mind where complacency has created a false sense of achievement.

Knowing the results and more importantly what activities create those results is essential to increase sales leadership outcomes.  Today, there are many apps than can assist in keeping salespeople on track.

Years ago my father created his own paper application where he gave himself the following daily points:

  • 1 Point for each new sales lead
  • 2 Points for setting an appointment
  • 3 Points for having the actual meeting
  • 4 Points for earning the sale (closed sale)

He would not give himself duplicate points for the same sales lead respective to having an actual meeting unless it was truly an actual meeting where the sale was moving forward such as meeting with another decision maker. Dad understood how salespeople can get lost in a plethora of meetings and fool themselves thinking they were moving the sale forward.

Then at the end of the week, he would add up his points.  Over time he established a baseline to know how many points were required to earn a sale. This baseline did fluctuate depending upon the time of year as his product was either replacement or new application which might required new budgeting.

These two question and the next 10 increase sales leadership questions are about creating self awareness so that you will achieve your 2018 sales goals as well as not have all that stress associated with missing those sales goals.

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People buy results or rather people buy the feelings the results deliver.

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