Sadly I witness many sales people and company have their best month ever (or best quarter) and then follow it up with a terrible money losing period. Its very predictable.
Why?
Because during the busy record breaking period, sales people forget to prospect. It’s easy to get so focused on delivering orders and closing sales that you forget about filling the pipeline. As well, when you are winning deal after deals its easy to slip into a euphoria mindset thinking “Business is never ending!” “it will always be this way!” “I’m on fire!”
Truth is, business is great during this period because of all the leg work you did in the previous months. All the networking, referrals, cold calling, and meetings you accomplished in the previous months are now manifesting into sales. In order to remain successfull you must continue to complete those sales activities everyday.
If you don’t continue to network, call and meeting with prospects, eventually your sales will dry up. You will have no one to sell to. Don’t let this happen to you. Spend time everyday filling the top of your sales funnel.
Sales Rule #1: Don’t go home at night until you have done at least one proactive outreach to a client or prospect that will potentially generate future business. This is the most profitable sales habit you can develop.
Dedicated to increasing your sales,
Colleen
Many years ago I was taught to divide my time equally each day between soliciting, selling and servicing. It has always proved to be good advice and has never failed to keep me off the earnings roller coaster.
Jim Klein
http://www.fromtheheartsalestraining