“I am a sales representative for a medium size Information Technology service provider. I really like sales, but I seem to have plateaued at my current sales level. I am diligent at following up with our lead generation system contacts and tracking my numbers, but my closing rate has not been as effective as I would like. Any suggestions?”
Let’s start with the premise that you are committed to a career in sales. That means you are focused on the importance of career growth activities for both the short and long term.
Here are a few thoughts that I guarantee will improve your level of sales if you regularly act on them:
Leads: Leads are just names.
Prospects: Prospects are just names too, but there is a reason to believe they have a need for a product or service like yours.
Customers: Customers are not just names; they are relationships that chose your product or service because it was thought to be the best solution for their need.
Actions to take:
Key Note: Your career in sales will certainly take you to different companies and possibly different products over the years. The most valued asset that will contribute to your success is your list of relationships that you have developed and nurtured over the years.
Do you want to check your sales abilities? Here is a self-assessment that may act as a benchmark for your sales career plan. Take the Assessment!
I highly recommend the following books: Empowerment Selling and Go-Givers Sell More.
OTHER RECENT 2 Minute: Tips & Thoughts
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