Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year hasn't turned out the way you wanted, now is the perfect time to make a few adjustments to finish strong. Set aside quality time to do some serious sales planning so next year you get extraordinary results.
As you reflect and start working on your business plan, think about one word...
"TRANSFORMATION"
LOVE TED TALKS AND THIS HELPS SET THE STAGE
The sales world is changing more rapidly than you think. As sales reps you are contending with an increasingly competitive marketplace, an ever-expanding range of products and services, new channels of customer engagement and an expanding list of competitors. The power has shifted from sellers to buyers, who are better informed, better educated and always connected to a world of opinion, advice and information, all thanks to Google, mobile and social technologies.
As much as technology continues to change, the sales process and tools we use as sales reps have seen massive changes. In my opinion, Google, LinkedIn, Twitter and all the B2B social platforms have forever impacted the sales profession like no other piece of technology over the past 25 years.
The customer now controls the conversation. As a sales rep in any industry we now must adopt to, adapt to and adhere to a 21st century approach to the sales profession.
What are you personally going to do to transform yourself and drive change?
ALL TALK NO ACTION
It is either feast or famine, as sales reps head into the last sales quarter of the year. My question to you all... Where are you in self-managing yourself to your 2016 business plan? Did you even have one? Shall we go there?
The numbers you set forth and committed to at the beginning of the year, how were these derived?
"The difference between real, attainable goals and what people often label as “goals” are in reality nothing more than wishful thinking"
WHAT IS YOUR PURPOSE, PLAN AND GOAL?
I am quite confident the business leaders within any corporation can explain their corporate vision, mission, purpose, plan and goals. My question and challenge to sales reps... Can you do the same?
With this in mind, I encourage all sales reps when developing your business plan please incorporate your social business plan as well.
If you would like more information on a plan to integrate social into your current sales style please email at llevine@socialsalesacademy.net for my special report.
My friend Keenan, in his book "Not Taught" speaks to how we operate within the Information Age. A classic quote from his book...
"Digital obscurity is a death sentence, long and slow"
As you develop your purpose, plan and goals please consider how your social and online presence fits into this plan. Why you may ask? Well, first impressions are less and less likely to be formed in person but rather delivered on computer screens via the results of a Google or LinkedIn search.
Before ever connecting with you face to face, people are using "search" to get to know you, and they are forming opinions about you based on what they see whether you believe it or not.
I am shocked how many sales reps, sales managers and business executives treat their online identity as a “nice to have but not an absolute must.” The implications of ignoring your online branding are vast. You could be sending the wrong message, making it hard to build an authentic relationship in the future.
How we position ourselves online moving forward, in my opinion will either make us or break us as sales reps.
PURPOSE
What is the function of your LinkedIn profile? Think of your professional brand and the message you convey to your clients and prospects. Engage and have them share your purpose.
PLAN
Construct your profile with your clients and prospects in mind. Make sure your plan places them at the forefront not yourself. Inside your plan think of the issues, challenges, concerns and pain-points you can help them to resolve.
GOALS
Give thought to the end result... How can LinkedIn be integrated into your sales process to help grow your business.
5 QUESTIONS TO ASK YOURSELF - SOUL SEARCHNG
What are you waiting for? Successful sales reps motivate, manage and educate themselves to grow their mindset and skill set. They do not wait! They are proactive and take action to insure their success.
- What steps will you take to insure your success?
- What will you commit to in order to insure your success?
- What is your tolerance for getting uncomfortable?
- What will this mean to you?
- Where will I be at the end of 2017?
If you would like some inspiration I welcome the conversation or send me a message to llevine@socialsalesacademy.net.
I get where you all are coming from. I have walked a day in a life of your shoes.
Your comments, likes and shares are greatly appreciated.
In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image
Look for more information within the Social Sales Academy blog site.
I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy
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