Sometimes we need to take a little time to check up on what we are doing, and this is vital in your sales activity if you want to be successful. Continual improvement not only adds to your skill set and improves results but also keeps you motivated through learning. Ideally, take stock every few weeks. If this sounds arduous, there is a tip to use the Stop, Start, Continue method below.

Taking stock of your sales activity

Yes, I am sure you agree that taking stock is important, and you know it needs to be done. Which is great – but are you doing it? Really? How often?

Why take stock?

Firstly, you want to be sure you are on the right track to get to your goal. Take stock of your targets and goals, whether revenue based or activity based (or any other KPI). Then look at what you have been doing:

  • Is it working?
  • Could it be improved?
  • Is it converting leads quickly enough?
  • Should you be prospecting more as you are running out of leads?
  • How many prospects do you need to get the sales required to hit target?

Get your figures up to date.

Secondly, look at how you are selling. If you are using the same words, phrases and approaches that you have used for months, you are in danger of sounding stale. Those potential clients that you’re calling are going to pick up on it, they can hear a tired, or scripted tone within milliseconds (you probably receive these calls yourself!). If you are approaching existing clients, using the same pattern will send a clear signal that you don’t value them, you’re not making them feel special and their trust and opinion of you will plummet.

If you can, video yourself making a call. Then go over it and critique. Top athletes do this all the time, they watch both their own and others’ performances on video, look out for what works, what doesn’t, and where improvements can be made, or new approaches tried. If you want to be at the top of your sales game, this is worth considering. It can feel a little awkward – but you’ll get used to it.

Another tip is to send yourself a voicemail message. Call your landline, or just voice record your average voicemail message. Does it do everything you want it to? How does it sound? Is it clear who you are and what you want? Does the recipient know to call you back, or are you calling them? Would you want to call back if you were them?

Take some time out to look at your sales collateral:

  • What is in your email?
  • Is the tone right?
  • Are you selling the benefits of what you offer, rather than just listing the features?
  • Is it going to stand out in a busy ‘in box’?
  • Is it clear what the call to action is?

The remaining 44% of the article is available for logged-in service users.

If you have an active subscription, go to login. If you are not yet our Reader, please choose the best SUBSCRIPTION VALUE..

Log in Order a subscription Buy this article

Możesz też zobaczyć ten artykuł i wiele innych w naszym portalu Sprzedaz 24. Wystarczy, że klikniesz tutaj.

Favorites Print

Also check

Open access no. 14/2021

Whom should I sell to first?

Whom should I sell to first?
  • How can you choose the most promising clients?
  • Where to look for new customers?
  • Why should you prioritise your regular clients?
Read more

Project management methods for a sales manager (Part 1. Waterfall)

Project management methods for a sales manager (Part 1. Waterfall)
  • What exactly is project management?
  • When does an organised, project-oriented approach become essential for a sales team?
  • What project management tools may be useful for the sales department?
  • When closing a meeting, how do I make sure that everyone feels motivated and understands what they’re supposed to do?
Read more

Go to

Partners

Advertisement

Privacy cookies

By Further active use of the Website (viewing content, closing the message, clicking links on the page) without changing the privacy settings, you agree to the processing of personal data by EXPLANATOR and partners in order to provide services in accordance with Privacy policy. You can specify the conditions for storage or access to cookies in your browser.

Service Purpose of use Enabled
Cookies necessary for the website to function You cannot disable these cookies, as they are essential for the website to function properly. These cookies also store the cookie settings you have defined. YES
Analytics cookies Cookies that make it possible to collect information about the way a user uses a website in order to optimise its functioning and adjust it to the user's expectations. Information collected by these files do not identify any particular user.
Marketing cookies Cookies that enable us to show you marketing content tailored to your preferences, and to notify you of marketing offers that match your interests, including information about the products and services of the site administrator and third parties. If you choose to delete or disable these cookies, advertisements will still be displayed, but they may not be relevant to you.