What Salespeople Must Do Every Week to Increase Sales
From Recruitment Specialist & Sales Development Expert, Alex Cole-Murphy
Don’t miss the 6th video in our Top 20 Sales Tips for 2020 video series in which we discuss what salespeople must do every week in order to be successful and to increase sales.
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“I don’t have time to prospect. I wasn’t able to hit my sales activity last week because of the work I needed to do for a current client. I didn’t ask for introductions on my call because we ran out of time.”
These are common statements we hear from the salespeople we coach. Producers have a tendency to let internal work, current clients or responding to emails get in the way of the things they must do day in and day out to be successful. Now don’t hear me wrong, I’m not suggesting that taking care of your current clients isn’t important and shouldn’t be done in a timely manner.
However, it should not get in the way of your ability to prospect consistently week to week. Typically, as a producer your job is to hunt, qualify and close opportunities- that’s what you get paid to do. So, it is critical that you make it a priority and set time aside on your calendar to accomplish these tasks.
So, here is our recommendation for you. Complete this statement- each week without fail I will….” (these should be measurable activities that will help win business). This often requires building a success formula so you know exactly what numbers you need to accomplish to hit your goals. Next, and the part that often goes overlooked, is putting those things on your calendar and guarding them with great zeal and passion.
It should be seen as an appointment with your most valuable customer and that person is you. Don’t break the appointment- stay committed to the schedule.”