If you are a sales professional, this Monday Morning Tip is for you!
Wondering what you should be asking yourself on a weekly and monthly basis?
Below is a list of questions that Mary Anne has developed to help you stay focused on your road to personal success.
On a weekly basis, ask yourself these questions:
- What results am I getting from my sales activities? Are the current behaviors yielding the results I want?
- Is my pipeline full enough with serious sales opportunities or mostly, hope? Now we all love hope so don’t let go of it, but just be honest with yourself about what you have or don’t have.
- Get really honest one more time by rating your pipeline using a probability scale of 1-10. How confident am I that these opportunities will close? What makes me so confident? [Consider the steps in your sales process to answer this one. Did I get all the information I needed to know to be sure the opportunity will close?]
- Do I have a solid, well-developed strategy for the next step with each opportunity?
- Is my head really in the game? If not, why not? Create a plan to get the support you need before you need it. The best results come when you are playing full out AND taking care of yourself at the same time.
Monthly, your self-review should include these questions:
- Am I spending enough time and giving the right level of care to make sure my current clients are raving fans? Are these fans supporting me with referrals?
- Are my sales results, both year-to-date and month-to-date, living up to my expectations as well as corporate forecasts?
- Am I on track with my sales mastery plan? What am I learning? What’s next to learn?
- How am I trending as it relates to both sales activities and sales results?
- What “no’s” did I get this month? Are there any trends or patterns to the “no’s”? If so, what needs to change?
- What new opportunities will I add to my pipeline this coming month?
- Where can I be stronger in my sales process? Specifically, where do I need to improve?
- What opportunities are in limbo, delayed or stuck? Ask for a different point of view from someone who will be honest with you and ask you some tough yet fair questions to help get things moving again.
- Am I celebrating my achievements? “In my estimation,” says Mary Anne, “winning deserves a party!”
Always remember how good it feels when you land the deal you want so remember to call before you get stuck!
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“In working with Mary Anne, I have a much better understanding of the sales process and the strategy that needs to be applied in order to be successful. My sales have doubled since working with her.” Jim Groen, Licensed Architect
“We are experiencing an annual 20% increase in sales and Mary Anne has had a significant role in this. She helped us to identify our core buying reasons and why a client would want to engage with us. She cares so much and is willing to talk with us at any time. There has been no better investment that we have made.” Chris Krell, Principal
“Mary Anne’s involvement with our sales team was really quite ‘transformative.’ We were generally just approaching sales from an order taking perspective. No real process. She helped us rebuild our process from the ground up. Our sales team does not look even remotely like it did two years ago.” Maria Candler, President
Curious to learn what results you might realize if you worked with Mary Anne? Call her at (301)639-9779.
