You’re a high-achieving salesperson who normally hits your targets and now you’re all of a sudden falling behind. You don’t know how to dig yourself out of the hole.
When you’re not hitting your numbers, do you have a problem? Yes.
Is it a symptom? Yes.
When you think about it, the reason you’re not hitting your numbers is that there is something missing in the process that you haven’t yet identified.
Fixing symptoms won’t fix your sales
When you identify the actual underlying problem, it goes away, and you hit your targets. When you’re fixing symptoms, different issues continue to pop up. You keep taking actions yet don’t hit the desired targets.
When you’ve lost your mojo and aren’t hitting your numbers you have lost sight of what you bring as a salesperson…. So what can you do to solve your problem, and how can you make it more “fun”?
And by fun, I mean what drives you? For someone with Positivity it needs to be fun, for other talents it will be a different driver. Your strengths will provide the clues.
How you sell varies from person to person, as does the strategy for planning. What IS needed is some sort of an action plan that aligns with who you are and that supports you in hitting your targets.
Review your sales process
Looking back at what actions you took in the past can sometimes be helpful yet how you approach a target will vary from person to person. Let me expand on this:
If you’re a thinker, you may need time alone to process, collect facts, data, past success data, or simply have a bit of dreamtime where you muse about your future targets
An influencer will in all likelihood simply jump into action whether it’s talking to strangers or as many people as possible to explore a new approach, jumping off the cliff and figuring things out on the fly, connecting within or simply take charge of the situation
A relationship builder needs to connect with people, heart-to-heart, and often build more long-term relationships. Reach out to someone you trust and talk it through, it could be a friend, current client, or a mentor.
EXECUTING / DOER
A doer, have a mix too of processing data prior to taking action to simply just doing it and making things happen while doing
Your strengths DNA profile (CliftonStrengths® All 34 Report) has your unique blend of any of the groups above, review yours and then take the “action” needed that sparks for you.
In sales, there are never any guarantees of closing a deal. What can make the process easier is having plenty of prospects in the pipeline for one and identifying the best way for you to close the deals.
Identifying YOUR sales process is key to increase your performance, and what actions you tend to take to make it happen is another. And no matter who you are, you do have a process even if the order changes from person to person, I recently identified that myself 🙂
Call it your magic sauce. Your predictable formula. Your mojo. You have one.
Here’s how to get started:
1. Your Success Formula
a. Write down the different actions you take from identifying a prospect to closing them. Pick 5 different clients and compare them side by side to see what you did for each and what actions overlapped.
b. Create a list of what the actions are and look at your current prospect list to see what you have done and what steps you may need to take
2. Determine Your Ideal Client
Who is your ideal client? Have you sat down to think about and describe what that person would be like to interact with? Where would they live, age, gender, values, interests, etc.?
Doing business with people that you enjoy serving, that appreciates you, makes life a heck of a lot more fun
3. Apply Your Strengths Daily
Shine every day by making sure that your talent needs are met daily. If you use your talents with intention, they will develop into strengths. You’ll feel fulfilled, and find yourself in the zone more often than not.
Try it and let me know how it goes!
Learn how we can work together HERE.