Is Selling an Art or a Science?
Remember These 5 Key Principles of Selling
Stay Focused During The Fourth-Quarter Revenue Push
The fourth-quarter revenue push is always a worrisome thing for CEOs and owners of companies. You’ve only got a few more months to earn as much money as you can, which is why your salespeople have to be on their game. Of course, most people know that the fourth-quarter might not be the best time to hire recruits, so it’s a good idea to keep your team happy, motivated and focused during this busy period. Here are 4 sales strategies to help your sales teams push through the fourth-quarter revenue rush!
Motivation is Key
Your team has been working tirelessly for the whole year, and they may want to take a bit of time to slack, especially in the fourth quarter. While it’s a natural inclination, it’s your job or that of your manager to ensure that your sales reps stay motivated. Ensure that your sales leaders are effectively communicating with your sales teams. Inquire into any personal or professionals’ issues that might affect their sales performance and provide support if needed.
Utilize a Variety of Incentives to Motivate
You can choose many motivational tools to help, such as monetary bonuses, special trips, extra days for vacation, and more. These little pushes can ensure that your salespeople stay focused on the big picture and get you through the rush so that you earn more and make your end-of-year goals.
Related Reading: How to Create a Motivational Environment for Sales Success
Focus on Driving Revenue
You should also be talking to your teams and representatives to determine the best ways to ensure that they close existing deals. Do they need more targeted outbound calls? Do they need to create goals to get them through the next 30 to 90 days? Learning what skills are necessary and what details need to be focused on can ensure that they improve during that time.
Related Video: What is Professional Selling?
Plan Your Sales Strategies
Regardless of the goal, your strategy includes two parts. You need to determine how you can affect the goal positively this minute and what steps you can take to accomplish the next step in the next week or so. If you continuously do this every week until the end of the year, you’re likely to see improvements, which can then be implemented for next year, as well.
The fourth-quarter is one of the biggest sales quarters of the year. Sales teams must formulate strategies to ensure all sales operations are running smoothly and without hiccups. The fourth-quarter revenue push involves finding ways to beat burnout and motivating sales teams while scoring results.
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Assess Your Sales Mindset
Mastering the sales mindset is an important aspect of developing as a sales professional. How often have you looked at salespeople and wondered why they were able to sell on a consistent basis while you struggle to simply get a meeting with a client?
Have you ever felt the latest strategies for sales may be effective for some people, but do not match your sales methods or sales experience? Do you ever find yourself thinking a sales meeting is a waste of time-based on your past interactions with customers or companies? If so, then it’s time to reevaluate your sales mindset. Thinking with the right sales mindset is a key aspect of selling that has helped successful sales representatives advance in their sales performances.
It may not be the tools, techniques or sales skills that are holding you back from realizing your potential. It may be your own thinking about sales and belief in your personal sales abilities that creates negative obstacles in your path to selling success. Your sales mindset affects all aspects of your sales performance.
Related Reading: 8 Traits of a Successful Sales Person
Passion Drives Performance and Mastering The Sales Mindset Fuels Passion
Selling is a passion for many people. It is an area of interest and personal growth with its own rewards. Selling goes beyond excellent compensation and lifestyle. Motivated and empowered salespeople are not driven by their income, but rather from the satisfaction, challenge, and personal achievement that the profession affords.
“A Passionate Sales Mindset Drives Purpose.”
For most, this is not an initial mindset. Sales professionals who learn how mastering the sales mindset affects their performance experience a more fulfilling sales career. These sales professionals have honed their internal vision of sales to create a sales mindset of success. They learn to develop confidence in their ability to work with customers in a meaningful and positive way. Successful sales professionals focus on relationship building, making connections, and understanding the client’s business issues. They listen to customer challenges and help them find value in the products and services they offer.
Create Solutions and Solve Customer Problems
In this way, highly successful salespeople are problem solvers and barrier breakers for their customers. They are not salespeople per say; rather, they see themselves as solution providers. Successful salespeople offer creative options and practical methods of overcoming challenges to their customers.
Turning from a sales-oriented approach to a problem solver perspective is one of the key factors in moving to a winning sales mindset. With the right internal vision and sales mindset, average salespeople can become great sales representatives and entry-level sales professionals can set a foundation for success throughout their career.