4 Tips to Exceed Sales Performance Goals
#1) Bring Insights to Your Buyers
The #1 factor that separates sales winners from the rest is that winners are three-times more likely to bring buyers new ideas and perspectives. Buyers want your ideas. They’re looking for your insights. The sellers that do this win significantly more often.
#2) Collaborate and Listen
According to buyers, sales winners don’t just provide new ideas and perspectives. They bring much more to the table. There are a few things that sales winners do more often than second place finishers.
#3) Focus on Growing Your Accounts
Selling to existing accounts is one of the biggest untapped opportunities for sales growth. In fact, only 38% of companies agree they are effective at growing their accounts.
Start by evaluating your account growth strategy. Does your team focus on building relationships, increasing loyalty, and selling more to current customers? Maximizing sales, profits, and retention of existing accounts can pay off big.
#4) Sell to the Domino
While most corporate buying decisions involve a core group of people, it’s not uncommon to have one person in the group who has significant influence over the final outcome. That person: The Domino. While buying committees are increasing, your team needs to be aware of this dominant role. They need to be more than just aware. They need to ensure that person receives special attention. By no means does this mean you should disregard other group members, but scheduling one-on-one time with this leader can be a game changer. In fact, 90% of the time, sellers only need to convince one person in a buying committee: the dominant influencer. When you get that time, use it to influence them.
If you want to take your sales team to the next level in success, planning is key. You can’t continue to do things how you’ve always done them and expect different results.
Tips are by Rain Group
