Colleen’s Blog

You offer a great service and haven't received any complaints. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally and personally. Have you felt like this before? Many salespeople and business owners have. I've said it before, and I'll say it again. What truly defines a great salesperson isn't what happens during the sales process, but what happens afterwards.

Sales is stressful. You know, I know it...we all know it! Especially when commissions and bonuses are at stake, we all know the feeling of comparing our numbers to the sales target knowing we have limited time left to produce the expected results. As a sales leader, this is something you need to take into account while managing your team. Contrary to popular belief, constant stress and fear are not the best motivators to get your team to create great sales. Too much stress will generally lead to a lack of productivity, more sick days, and higher turnover rates.

A long time client of mine had their sales targets set by the board of directors in isolation of a market assessment or a discussion with the sales leaders. They announced the targets to the street before any discussion. The expected growth is unattainable but it's too late...the expectations have been set. It's half way through the year and one region is meeting target, until a production problem reduces quality to such a low level that customers are returning product faster than they are buying it. In this market, where the selling season is finite and the number of customers are static, making up the lost revenue is impossible. To the team, the sales year is over.

The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward - you’re moving backwards! There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is natural, and should be embraced! However, will you be satisfied if your numbers stay the same next year? Are you doing anything to improve upon your past accomplishments? The answer for many salespeople is no. They often work hard to create temporary success and soon after end up in a worse situation than they were before because they allow temporary accomplishments to hinder their work ethic. Here are two things you can do to improve upon your current success: