Google+

Keeping Your Sales Priorities Straight

 

Keeping Your Sales Priorities Straight

By Dan Caramanico

Keeping your sales priorities straight is both simple and difficult. It should be obvious what we spend our time on but it must be difficult because so many salespeople spend time on the wrong things. Recently a client hired a salesperson that had great promise. He had all of the skills to be successful. He had and empowering belief system and he knew the industry. Yet, he was terminated within a year. What happened? He didn’t fail for lack of hard work. He didn’t fail because he couldn’t fit in with the corporate culture. He didn’t fail because he didn’t know how to sell or hadn’t been successful in the past. He didn’t fail because of the economy. They are in a growth sector. He didn’t fail because the company was impatient. He failed because on a daily basis he had his priorities mixed up.

He is (or should I say was) in a business with a three month sales cycle and an average sale that should be around $$40,000 to $50,000. He had personal goals that he could attain if he sold one of those per month. If he had done that, the company would have been ecstatic and he would still have a job. His first few weeks in the field he wanted to make a good impression and get a few quick hits. So he chased the first few projects that crossed his path. The problem is they happened to be $10,000 deals without too much urgency to close. Chasing these unqualified prospects cost John valuable time. Of the four he pursued only one closed and that took four months. So at the four month mark he had one small sale and an anemic pipeline. Now his focus changed. Instead of a quick hit he needed to show a growing pipeline so he focused on the wrong thing again. This time he went after the right sized projects but he didn’t care whether they were qualified or not he just wanted them in his pipeline to show management he was making progress. So six months in, he has a pipeline bloated with prospects that will never close and he is starting to attract some adult supervision from his manager. More meetings meant more time away from prospecting. At this point he was doomed and it was only a matter of time.

John had his priorities mixed up on a daily basis. His manager and the company were not expecting a sale for the first 4 months. One month for training and tree months to build the pipeline and close his first deal. John was interested in being a hero in the first few months and forgot about a few things. He forgot about his income goals and focused on the psychic goal of being the star. He forgot about the target prospect and allowed himself to be distracted by the promise of a quick hit. Then when he got behind, he forgot everything he knew and went into panic mode which is never good. What he should have done is keep his focus on his personal goals and his selling process and his target prospect. If he had only done those three things he would never have gotten off track. This video will help explain.

 

 

 

To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.

 

Dan Caramanico is a salesforce development expert and he is the author of Attributes of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.

REQUEST INFORMATION

Entertainment

Besson Adapts Comic Book Series Novel into Hallucinogenic Sci-fi Spectacular

  Valerian and the City of a Thousand Planets Film Review by Kam Williams Besson Adapts Comic Book Series Novel into Hallucinogenic Sci-fi Spectacular In 1997, Luc Besson released The Fifth Element, a visually-captivating sci-fi adventure which netted four Cesars, including Best Film and Best Director. A couple of decades later, Luc is back with Valerian and the City of a Thousand Planets, an even more innovative, outer space odyssey, if … [Read More its Good for You.....]

Books

Book of Black Heroes

  Book of Black Heroes Political Leaders Past and Present by Gil L. Robertson, IV Foreword by Myrlie Evers-Williams Just Us Books Paperback, $12.95 80 pages ISBN: 978-1-933491-21-9 Book Review by Kam Williams “The first African-American political leaders began to serve following the Civil War...Known as Reconstruction, this period represented a window of opportunity for African-Americans... Many [Black] political leaders emerged … [Read More its Good for You...]

Art

The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

Real Estate: Refinancing Rates on the Rise in 2017

  Real Estate: Refinancing Rates on the Rise in 2017 by Amy Lignor   The term ‘meteoric rise’ usually applies to something fun. Think: A Hollywood actor who has been ‘discovered.’) Unfortunately, when it comes to this article, ‘meteoric rise’ is something that will not bring a smile to one’s face. To put it simply, if you wish to refinance your home, you need to do it ASAP. If choosing to wait too much longer, homeowners across the … [Read More its Good for You.....]

Lifestyle

Healthy Living: The Cellphone Guide

  Healthy Living: The Cellphone Guide by Amy Lignor   Much like the political realm, there will always be debates and disagreements when it comes to the technological realm—especially when it comes to your health versus the almighty cellphone. Now, it is a fact that communication in the 21st century literally brought about a revolution. Mobile devices are being used and will remain at the top of “must have” lists for all ages for … [Read More its Good for You...]

Outdoors

Choosing Binoculars for the Ultimate 2017 Hunt

  Choosing Binoculars for the Ultimate 2017 Hunt   Any hunter will tell you the most important choices to make when going for that ultimate successful hunt comes from the little things. Yes, the guns, the location for the hunt, the clothing that’s best for the winter and/or summer hunt – all of these things are on the hunter’s ‘must-buy’ list. But there is one other thing that is just as important: the binoculars. As you slowly … [Read More its Good for You...]

Sports

Esports on a Meteoric Rise in 2017

  Esports on a Meteoric Rise in 2017 by Amy Lignor   Okay…we all know that football is America’s favorite sport. Or…is it? NASCAR has a wide following. People still love to go to the ballpark in the lazy summer days to watch a Yankee hit a homerun. There are those who love to practically melt in the summer watching the Williams’ sisters prove that tennis is a ‘cool’ sport. And, there are gazillions of soccer fans all over the globe … [Read More its Good for You...]

Business

Is Social Media Still Growing?

  Is Social Media Still Growing? by Amy Lignor   It was in 1999, Bill Gates wrote a book titled, “Business @ the Speed of Thought.” Within these pages, the man who became the computer world’s wizard made massively bold predictions that, at the time, sounded ridiculous and outrageous to those who read them. But when you look at how the social media realm has grown over the past few decades, it is important to take note that not only … [Read More its Good for You...]

Travel

Vacation Locations: Knowledge is Fun Too!

  Vacation Locations: Knowledge is Fun Too! by Amy Lignor   Most children (and adults, too) will either roll their eyes or sigh when, while speaking about vacation locations, the word “learning” just happens to be mentioned. Yes, it is a fact that school trips take all of us during our younger years to everything from museums to libraries to historic locations in order to teach us things we should know. But when thinking about your … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]