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You Might Not Be a Successful Sales Person If ......

By: Alan Boyer

Jeff Foxworthy does a comedy routine “You might be a redneck if…..”

Here are some tips that I see most sales people do that destroy their success. You might not be a successful sales person if….

You might not be a successful sales person if…..
o You don’t know how many customers you need this next week that are necessary to hit your yearly total revenue target

You might not be a successful sales person if….
o You don’t know what your average customer is worth to you.

You might not be a successful sales person if….
o You don’t know where to find an even bigger customer, or you haven’t been looking for one.

You might not be a successful sales person if....
o You are happy selling one at a time, and you don't know where to sell one to many.

You might not be a successful sales person if…..
o You don’t know how many sales you have to close this week to be able to hit your yearly total revenue.

You might not be a successful sales person if…..
o You don’t know how many sales you will close out of 10 appointments.
o You aren't constantly looking for ways to increase that number.

You might not be a successful sales person if…..
o You don’t know how many leads and appointments you need this week to hit your yearly total revenue.

You might not be a successful sales person if…..
o You don’t know how many marketing activities that are needed this week to deliver the number of appointments needed this week.

You might not be a successful sales person if…..
o You don’t know how many cold calls are necessary to deliver the number of appointments needed this week.

You might not be a successful sales person if….
o You have no clue how to increase your revenue, your number of customers, or your profits.

You might not be a successful sales person if…..
o You are refusing to measure your progress
o You are saying it is impossible to measure your progress

What You Can Measure, You Can Manage... What You Can Manage You Can Improve...

-------------------------Dramatically!-----------

These are some of the top key numbers that IF you don’t know you are probably NOT successful.

Knowing these numbers does three basic things.

Step 1-- Having measurable goals so that you know what you should have been doing, where your target is, and have developed a plan how to hit that target EXACTLY.

o Let’s you know what you should be doing to achieve the revenue you’d like to be making this year.

o Psychologists say that you are 7 times more likely to achieve your goal if you have it written and clearly defined.

Step 2--Measuring your progress toward those goals let’s you know if you are on target, and what is working, and what is not.

Step 3--Learning from what worked and what didn’t allows us to optimize. Having the measurements is THE ONLY way for that to happen.

And, here’s a real big aha….most of those that completed step one and two more than doubled their business. Those that went to step 4 found that it catapulted them another 5-10 times in the next few weeks, and if they kept it up, the multiplication of their business results kept up as well, over and over and over.

You might be a successful sales person if...

--------------------You avoid all of the problems above.

Article Source: http://www.gcyarticles.com

Alan Boyer, The Leader's Perspective LLC
Sales training that delivers results www.leaders-perspective.com/sales-training.aspx

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