Ask anyone in sales, and they’ll tell you that it’s not a job for the faint of heart. But it’s also a position with unlimited opportunities, as long as you know where to find them. And while it would be wonderful if a great product equaled great profits, you know well enough that there’s more to it than that. There will be setbacks, challenges, and hurdles to overcome, but ultimately you are in charge of your own success. You have the power to bring forth the numbers you want, and you have the ability to enlist the support of those around you.
So how, exactly, can you maximize your earning potential? A profitable sales role starts with a solid plan. Nothing sells itself, so you’ll need to determine the how and why behind your goals. While most objectives require a timeline, that’s not as important here. What does matter is that your goals are specific, able to be executed within realistic parameters, and are fluid.
Here are five other areas to focus on when looking to increase sales:
Set Strategic Goals- You may have heard the saying, “Never confuse hope for a plan.” Yet so many business leaders make this mistake! Knowing where you want to go and what you want to achieve is the first step in making it happen. The key? Be as thorough and detailed as possible. It sounds obvious, but if you don’t set aside time to draft a plan, it’s really just a wish. When writing your goals, think about the following:
Consider the organization as a whole, then apply your unique skill set to illicit positive growth.
Prioritize Contact- The last thing someone in sales wants to be is forgotten. So how can you ensure clients think of you first and not a competitor? To be in front of their minds, you need to be in front of their eyes. Your customer may not always have an immediate need for you, but when they do, you want them to think about you as the solution. Maintain healthy working relationships by being personable, accountable, and easily reachable.
Take Risks- Going outside your comfort zone is a necessary part of any sales role. You will learn and grow more from a failure than from a win, so don’t be afraid to take on a challenge. If you’re only doing the same thing, you’ll end up with the same results. Explore untapped opportunities and customers to maximize your earning potential.
Focus on Revenue Generating Tasks- There will always be another hurdle or another fire to put out. But if you focus too much on these issues, you'll move further away from your sales role and the things that generate more revenue. Prioritize what’s important for your success, then delegate smaller tasks to team members.
Assess Yourself- Regardless of one's time in an industry, things change— new technology, new employees, new business partners. That’s why it’s necessary to self-evaluate periodically, especially when accepting a new position. Acknowledge your strengths and weaknesses, then use them to help you advance. Set a consistent time to re-evaluate yourself and your strategy. Ask yourself:
The more in tune you are with yourself, the more successful your sales strategies will be.
The sales industry is full of ebbs and flows, but they don't need to negatively impact your earnings. Think smart, be resourceful, and utilize your team to their full potential. And if something doesn’t work, adjust and try again. There’s always a new lead around the corner, you just need to find it.
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