National Sales Center

Increase Sales Performance And Prosper

Are you truly ready to increase sales performance or are you still hung up on things you can’t control, like the economy? It’s time to take control of what you can control and let all those other issues place your competition in a working coma. That’s not for us! It’s time to wake up and get busy. We are on a mission to increase sales performance and this article will help you close more sales.

Increase Sales Performance With New Goals

We need new goals that clearly define how much we will increase sales performance. These performance goals must be time sensitive. Let me get you started,

” I will increase sales performance by ___ % by the end of _____ months.”

Put some thought into this and come up with real numbers. You need to know where you’re going if you expect to get there. You’ll increase sales performance only when you have a clear goal in mind. You’ll never hit a blurred target and the same is true with efforts to increase sales performance.

Now, tell me about the goal you’ve established to increase sales performance. Is it realistic and attainable? Do you buy it? If not, you need to modify your goal to increase sales performance. This exercise is about success. Stretch and challenge yourself but don’t set yourself up for failure.

The Plan To Increase Sales Performance

All plans begin with intelligence and the same is true with a plan to increase sales performance. Begin by writing down all you know about increasing sales performance. Your list may look something like this,

I know that,

• Our strongest market is Legal Firms
• Our pricing gets competitive on a six-month lease
• Durability is our strongest competitive advantage
• Our leading competitor is the XYZ Company
• We are the only national company in the area

Keep going with this list because this is the start of your mission to increase sales performance.

Next, I want you to write down all you don’t know and need to find out. This is key if you expect to increase sales performance. Let me get you started,

• We don’t have crisp answers to common sales objections
• We don’t know which Law Firms are national with multiple offices
• We don’t have references from out Legal clients
• We don’t have a repeatable sales process
• We don’t know the market potential of the Law Firms in our territory
• We don’t have a strategy to leverage Durability and 6 month leases

Action Plan To Increase Sales Performance

Now we put together an action plan designed to increase sales performance. The plan is based on the above intelligence. Every action item is time sensitive to insure we meet our goal to increase sales performance by the end of ___ months. Let’s get started,

• Secure a list of all Law Firms in our territory by 6/1
• Identify National Multi Office Law Firms by 6/2
• Estimate National Law Firm market potential by 6/3
• List all common sales objections by 6/4
• Develop crisp answers to common objections by 6/5
• Secure references from existing Legal clients by 6/7
• Develop a repeatable Sales Process by 6/8

Obviously, this action plan to increase sales performance goes on and on. You actually want to eventually include dates when you will close identified Law firm prospects.

• Meet with Managing Partner of LWC&B on 7/1
• Propose to LWC&B on 7/6
• Secure LWC&B contract on 7/30

Yes, you are making bold assumptions about what you plan to accomplish and the dates. That’s not important. What is important is that you now have a plan to increase sales performance. Your plan is dynamic and subject to change. Things never go according to plan so stay flexible. You can always change dates and expected accomplishments.

Plan To Increase Sales Performance Assessment

Now it’s time to take an honest assessment of your plan. Will it allow you to increase sales performance by _____ % by the end of _____ months? Perhaps there isn’t enough market potential in those Law firms. In that case, you’ll need to add additional markets to your plan to increase sales performance.

You may find it necessary to reevaluate and modify you overall goal to increase sales performance by _____% by the end of ______ months. However, that must be the last resort.

Increase Sales Performance Through Training

There is also one more item I need for you to commit to because it’s an important aspect of your plan to increase sales performance. I need for you to commit to improving your sales strategies and selling skills via some solid sales training. The reps with the best skills will always enjoy success. This is a “must do” if you truly want to increase sales performance.

I know you will increase sales performance by using this plan. I hope you’ll give it a try.

To your success!

Nick Moreno
Sales Consultant

ADDITIONAL ARTICLES

How To Best Sell Benefits

Sales Best Practices

How To Hire Great Sales Reps

Product Demonstration Skills And Techniques

Who Is The Best Sales Trainer?

Tags: Sales Training