Re-evaluate your business niche and what you do best. Ask yourself some key questions:
- Is your business mission the same as it was the last time you evaluated it, or have things changed?
- Who is your target market, and what challenges are they facing that your product or service could help solve?
- What is the market willing to pay for your product or service?
- How do you best approach this target market to get more sales, i.e., what’s the best form of communication?
The answers to these questions are the foundation of your sales strategy and ensuring it is on target with your sales goals and objectives. If this strategy is off, your answers to how to increase sales and gain more sales leads will also be off – so ensure they are aligned.
Once you have your sales strategy and sales plan in place, break the mission into specific goals. Document and track the following key measures:
- Calls per day, per month, and per quarter
- Communication steps and cadence for proposals and sales prospects
- Profit per sales
Create a sales plan to track the activities, goals, and outcomes of each of the above so you can monitor and measure progress closely and focus your attention on the activities that begin to pay off the largest.
We all have weaknesses or things we don’t like to do, and we all have room for improvement. Decide to improve your weaknesses and set goals that force you to begin doing things you don’t like to do. Overcoming these obstacles can help you find new creative ways to prospect, fact-find, and present, and will ensure you master the basics of selling from every angle.