Blog
Less of...
Yes, it is possible to do LESS of something!
It seems counter-intuitive to look at what we might do less of following a blog that focused on
MORE!
Maybe we could have talked less or talked less about things that were unimportant to the buyer
and only important to us. Or have spent less time on an interaction that was ineffective
(combine that with talking too much – ouch). Or we might have spent less time on non-sales
actions that kept sales actions from happening.
Or brought less resista…
More of...
In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.
When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?
Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…
Evaluation
As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.
Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.
Objectively evaluating performance can be tough – we want…
Don’t Let Up Until You Finish
You are almost there. It’s almost over.
Stay with the process and keep at it until you have crossed the finish line…and resist the temptation to lighten up as the end nears.
This is when others will give up…they will say ‘it’s close enough’…or that making goal is overrated…or some other disempowering belief that makes giving up seem reasonable. You might have done that in the past, too. But this is a new reality, and you are building a new set of skills that will serve you to consistently…
Bear Down
The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so.
That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.
That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period.
Notice your reac…
Coming From Behind
Are you falling short of your goal this period? Do you have ground to make up before the period ends?
Coming from behind is a skill and a process. And it’s a skill and a process that you will use more than once, as falling short of goal is not unusual even when the intention is to make goal consistently and to stay on track.
The process needs to be high impact…meaning it needs to produce results quickly. To do that, look to the business that is closest and easiest to close: appointments that …
Be Realistic and Honest
This month I'd like to dedicate time to discuss ENDING a selling period…and ending it on track and on goal, even if the month didn’t go as smoothly as desired.
We are now in the fourth quarter of the year, so the skill of finishing strong applies to the month as well as to the year.
Let’s start with being straight and realistic. You are either on track to make goal or you are not. You have had a specific number of opportunities that you have closed or scheduled, or you have not. You have sch…
DISC – Compliance Style
I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.
Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…
DISC – Steadiness Style
I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.
Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…
DISC – Influencer Style
I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.
Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…
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