For many sales professionals, this
team of year is not joyous and wonderful. It is crunch time…it’s the fourth
quarter. Sales professionals around the country are scrambling to hit their
quota’s so they can deem their year a success. But what is stopping them?
Colleen Stanley, CEO of SalesLeadership Inc. says that sales people tend to
work harder and not smarter and forget these three main points. The first point
is identifying the company ‘pain point.’ Is there a place where your company is
consistently being chosen over your closest competitor? Finding these areas
will help many companies increase numbers and set up well for the first quarter
of 2017. The second area, is in a prospects psychographics. A salesperson needs
to identify which traits a qualified prospect has and only target those people.
As Colleen mentioned earlier, at this time of the year professionals tend to
work harder and not smarter, targeting prospects who have good characteristics
will help increase numbers. If all else fails, the third way that Colleen talks
about, is lead sources. These are non-competing vendors that will sell good
prospects to a professional. These sources can be a good way to get a final
push for numbers when heading towards year end. Colleen Stanley gives a few good
ideas for professionals to use as they enter the final push of the sales
year.
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