A differentiator between being good and great is how high self development is up on your list of priorities.
I’ve observed this in sales professionals for many years. It’s not only that the great make time for self-development, but also, that they have the self-awareness to recognise what and why they want to get better.
As an example, I find it incredible that sellers will look at the data in their sales funnel and only see it as transactional insight and not a rich insight into where they can improve their sales skills.
Good to great – Let me explain what I mean.
If your sales funnel shows traits of “Blockage” perhaps you need some help to better qualifying your Prospects.
Help you to ensure the opportunities you’re working on don’t get stuck in your sales funnel because you’re having to go backwards in the sales process because you just don’t qualify well in the early stages of the sales process.
Use this data to identify what it is you need to improve and how its will help.
In the sales funnel blockage example you will most likely speed up your sales cycle times and by better qualifying your Prospects, you’ll ultimately close more deals.
The other way to handle the blockage is to keep on working the same opportunities, getting busier treading water, maybe getting more frustrated because the Prospect just doesn’t “get it” and ultimately you or they will lose interest and the opportunity will be another notch in your sales graveyard.
Good to great – Let me ask you these Five question.
- Have you set your three self-development goals?
- What outcome do you expect when you achieve these goals?
- Do you have the resources in place to help you?
- How will you measure you’ve successfully up skilled in these 3 areas?
- When have you committed to having started and completed?
Were they easy questions to answer, were you skimming and kidding yourself “you’ve got this” or were you squirming in your seat?
Now ask yourself, are you performing as well as you can, or, are there things you know you need to do and areas in your sales skills that you know are hindering your performance?
If you always do what you’ve always done, you’ll always get what you’ve always got.Henry Ford
Ok, so I’m asking you lots of questions and I’m pushing the point but I think in our current world environment we need to push each other and call out the things out.
Doing nothing because “I don’t have the time”. Time is not a reason, it’s an excuse. The truth is you think things will work out and It’ll be ok because I’ve always been ok in the past.
I understand why you might not be looking at this right now, I really do, things are tough right now. Your mindset might be about survival right now and not so focused on skills development. But why not?
Good to great – Start with three goals
I hoping to motivate you to stand back and identify three specific goals that will tangible help your sales skills and results.
Think about how developing these three skills will help you in this tough time, how getting that blocker unblocked will liberate you and how becoming proficient in something new will make you feel.
There is so much help out there in the sales area from many people, all you got to do is look for it.