
Three Top Selling Tips from Sales Superstar Neil Riveron
I love connecting with great salespeople and getting their top tips on selling. Here are 3 great tips from Rapid Response’s Neil Riveron…
Salespeople: Start your engines! Tackle 2021 with a well-oiled plan and your eyes on the finish line! Starting today ensures success in the new year ahead. Here’s how…
I don’t know about you but for me, the end of the year represents a needed break from the “never seem to catch up” normal of the rest of the year. Although only a short week or so in duration, knowing that most people are off with family gives me a chance to reflect on the year just completed and reset for the new year ahead.
Jumping into a new year for many salespeople represents a fresh start and a new scorecard. Top performers have their new sales goals set and are ready to put into action all aspects of their new sales plan. A “hit the ground running” attitude, along with a plan to back it up, definitely revs the sales engine and puts this group ahead of the game.
Top salespeople go into each year with specific goals for success identified, an actionable plan, and measurable ways to track activities and results. They rely on their CRM and estimating software as their central, data-driven resource to assist them in achieving their sales success plan.
With that in mind, here’s a short checklist of the most productive ways to start the new sales year so that you, too, can jump into the driver’s seat for 2021.
Sales prospecting is a must throughout the year. Starting the year off right means beginning your sales prospecting activities without delay. Make a list of 5 activities that will lead you to new connections. Be sure to record your monthly activity plan in your CRM, set weekly activity goals, and the number of leads you are targeting for each activity to keep your pipeline full. Defining a plan, taking action and tracking results will get you to your goals!
Need a jump-start? Here are a few ideas…
Now is the time to review your 2020 to 2021 pipeline and understand the value of the opportunities you have in each stage of the pipeline. It’s easy to get wrapped up in the BIG quota number. Don’t let that psych you out! You probably have a better jump-start toward 2021 goals than you realize. Run a few reports from your CRM and recognize that! Once you have your sales reports, it’s easy to identify the places you feel confident, where you need to build, and where to focus on activities to fill the gaps. A consistent pipeline in all sales stages is important to keep the steady fuel in the sales engine.
I am still surprised when I hear company executives or sales leaders say that they don’t have sales quotas, often followed by something like, “we want to but…” or “my team always produces”. Wanting to do something and not making it happen means it won’t happen. Assuming your team will always produce is a high-risk game with no real accountability. Most often, quotas are not set or managed because the team or individual isn’t sure of how to put this into action. Let’s do that now!
So, there you have it. Three key action items to jump-start and rev your sales plan for 2021. Here’s to the new year and your success. Ready, set, go!
I love connecting with great salespeople and getting their top tips on selling. Here are 3 great tips from Rapid Response’s Neil Riveron…
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