Your Sales Performance Starts With These 6 Things

1. The Right Mind-Set - 66% or more of a salesperson's success is actually due to how they approach their work day. If you think the bad economy or anything else will affect your sales, well guess what, it will. You cannot be successful in sales if you wake-up each day complaining about how difficult it is to make a sale.
2. Understand What Makes Your Professional Training Company Different And Then Telling It To Every Prospect - Ask each salesperson who works for you to answer this one question as if you were a prospect: "Tell me, what makes our business any better or any different than the competition?" Why should you ask this question? The answer to that is simple; it will give you an understanding of how well-prepared that salesperson is about your Unique Selling Proposition (USP). And if they spout out things like "how great your classes/trainers are" or "how long you have been in business," you can be sure that they will be competing on price more than ever before.
3. Get Your Prospecting Database Aligned and Organized - One of the biggest challenges you will face is the organization of your salespeople's prospecting database(s). If you cannot direct your salespeople to your most fertile prospects, guess what? They won't find them either.
4. Become Better At The Art of Selling - Practice, practice and practice even more. Make sure your salespeople know you are tracking their "sales metrics" and help those who are having a tough time. The key metrics for the most organizations are: # of "oh by the way" calls, # of appointments set each week, # of proposals sent, # of referrals they received, # of proposals closed and how much money they brought in. Remember, a good sales leader grows salespeople not sales.
5. Make More "Oh By The Way" Calls - As I mentioned above, the number of "oh by the way" calls is a critical metric to track. Why? Because magic starts to happen when a sales person picks up the phone to follow-up on a marketing campaign.
6. Automate Your Marketing Campaigns - If you are a business owner or the person responsible for sales, do not let your salespeople do their own "street marketing." Why? Because it will not be done well or consistently. Our research has determined that salespeople tend to be poor writers and lack the skills necessary to create compelling marketing campaigns.