What is Your Major Sales Malfunction? 4 Ways to Not be the Private Pyle of Your Sales Team
Hello sales recruit, and welcome to my platoon, you rookie piece of %$%^&.
Your butt is mine, at least for the next few minutes, and I’m gonna teach you how to not be a screw up in my beloved sales profession.
Do you hear me!?
SIR YES SALES SIR!
If you do these 4 things I can guaran-damn-tee that you will be in a world of sales sh*t.
1. Not Use a Quality CRM
Still using spreadsheets and index cards to keep track of prospects? Why you little sonofa… Listen up, CRM is your base of operations and you should be using it to your advantage. Everything you need to know when you engage with your prospect is at your fingertips with CRM. It gives you an edge because of the intelligence it provides in terms of contacts, reminders, calls, notes, conversion ratios etc. (Especially an AI-Powered CRM, like Spiro, that reminds you of who to follow-up with, and when, to keep the deal moving forward). If you don’t use it you’re fighting blind, and blind salesmen get killed off quickly.
2. Think That There’s Only One Real Way to Prospect
So you think picking up the phone and making a few dials gets you promoted? Son, I may just have to kill you. There are a number of ways to get in touch with and in front of your prospects. One may work better than the other but it all depends on your market and who you are serving. Some of you grunts may be knocking on doors and canvassing, some of you may be smiling and dialing, some of you may be cold emailing, and some of you may be using social media as your main source of prospecting. Any good sales soldier will quickly adapt and adjust to his market and be open to trying different ways to achieve their objective.
3. Not Know Your Numbers
There are 2 types of salesmen in this world. Those who know their numbers and those who will soon have a new career. Half assed salesmen get half-assed results. If you don’t know what your numbers are (meaning how many calls/dials/emails/door knocks you need to make in order to get an appointment/demo and then a sale) then you are just playing a guessing game. Salesmen who are guessing are sitting ducks just waiting to get picked off and discarded.
4. Surround Yourself With Losers
If all you ever do is surround yourself with grunts all day then you will always be a grunt. Hang out with the Lieutenants, Colonels and Generals of your firm. Surround yourself with the leaders and sales leaders who know how to get things done. It’s been said that you become like the 5 people you most associate with. You need to have the right mindset – the success mindset. Harold from accounting is not going to help you hit quota.
These leaders will help show you how they did it, how they prospect, engage, qualify and close valuable clients. Grunts dine on MRE’s in the mud while the leaders dine in the O-Club. Surround yourself with these people and you will be wining and dining your prospects in the O-Club as you are on your way to making the Presidents Club.
Are we clear?
