Five lessons to ace your Fall semester.
By Brian Sullivan
Picture this: This month, my wife and I will take the bittersweet drive to drop our daughter Maggie off at college. Our last kid is leaving the nest, and I have a decision to make. I either wallow in my morning coffee knowing I am going to miss her, or I too get ready for the first semester of the sales “school year.”
This time of year is not just about the students; it’s about us too. That organized routine, the packed daily schedule – it’s like comfort food for the soul. And guess what? It’s the same for sales professionals. Imagine pulling up your Outlook calendar on a Monday morning and seeing it brimming with high-value activities and client calls. The top salespeople don’t groan, “Ugh, I’m swamped this week.” Instead, they cheer, “Sweet, I’m swamped this week!” A busy schedule doesn’t just lead to more sales; it makes you feel like a rockstar at work. So, this month, let’s go back to school and pack our schedules with routines and habits that will land us on the sales Honor Roll this semester.
Lesson No. 1: Prepare like a champion
First up, let’s channel our inner overachiever and schedule some time this week to strategize about our sales territory. Break out your client list and sort it into A, B, and C clients.
Your “A” clients are the cream of the crop, the top 20% who bring in the most sales, revenue, or profitability.
“B” clients have great potential but aren’t quite there yet, or they’re mid-sized clients already maxed out.
“C” clients are the ones who might give you small opportunities or, worse, suck up your time like a black hole, preventing you from nurturing your “A” and “B” clients or finding new prospects.
Once you’ve sorted them, figure out your contact frequency and slap those sales calls into your calendar. This exercise alone can fill up a good chunk of your schedule for the next six months.
Lesson No. 2: Plan to increase your high-value activity
Average and below-average salespeople walk into the office on Monday morning and wing it. Without a plan, their calendars are empty, and they let whatever pops into their inbox dictate their week. Spoiler alert: this usually means low-value activities. Don’t mistake busyness for progress.
Right now, list all the activities that make up your workday. Seriously, write everything down. Here’s a typical list from my sales seminars:
- Checking emails
- Following up on voicemails
- Client meetings
- Putting out fires/service calls
- Driving
- Lunch
- Inputting calls
- Prospecting
Look at your list and ask yourself which activities are the revenue drivers. Those are the ones that should dominate your calendar.
Lesson No. 3: Prospecting separates “A” students from “D” students
Want to swap the Poconos for the Bahamas this holiday break? Then get laser-focused on what you want to sell and how much of it. Pick one or two products you think you can sell like hotcakes and plan to prospect on every call for the next 20 days. Before you start, set a goal. For instance, if you want to sell seven widgets by the end of the month, calculate how many prospecting calls and presentations you need to hit that target. It might look something like this:
- To sell 7 widgets, you need to set up 14 live presentations.
- To get 14 presentations, you need to prospect 50 customers.
Now, get to work. Remember, while your competition quits after 7-8 rejections, you know that each “no” brings you closer to a “yes.” Keep going until you hit your magic number of 50 prospects.
Lesson No. 4: Embrace the power of follow-up
Follow-up is where the magic happens. It’s not just about making the initial contact; it’s about staying on your prospects’ radar. Use a CRM tool to track your interactions and set reminders for follow-ups. Be persistent, but not annoying. A well-timed follow-up can turn a maybe into a yes.
Lesson No. 5: Celebrate your wins
Finally, take the time to celebrate your wins, big and small. Did you land a new client? Treat yourself. Did you hit your weekly call target? Take a moment to savor that victory. Celebrating your achievements keeps you motivated and hungry for more.
By better preparing, planning, prospecting, following up, and celebrating your successes, you’ll be at the head of the class in no time. Here’s to making this fall 2024 selling semester your best one yet!
Brian Sullivan, CSP, is the founder of PRECISE Selling and a leading voice in the field of sales training and development. He believes in the potential of every salesperson to achieve their best and continually challenges sales professionals to reach new heights. To have Brian Sullivan or one of his stable of trainers and coaches help your team get to the top, visit him at www.preciseselling.com