In 2013, we want to be better closers. However, since now is year end for us and we have a lot of deals to close before F113, we plan to get a head start on our New Year’s resolutions.
Improve Forecasting Accuracy
A successful sales rep can assess just about anything: the chances of prospecting rejection, the number of leads a particular source will generate, the demand for a product/service, the success rate of the competitors, etc. Sales reps also need to be able to assess a prospect’s needs before a sale even begins. We want to get better at predicting which deals will close, and when.
Ability to Work with Figures
The sales process involves a lot of figures. Statistics, analysis, prices, losses, profits, etc. To be successful, our math skills have to be exceptional. Sales representatives should not just grasp numbers; they should master them. We have to know the components of each figure, how they affect each other, and how they relate to the sales cycle. A better mastery of numbers than the ones we’re working with will help us predict future market trends, success rates of the products/services we sell, and prospective profits/losses.
Flexibility
A good sales representative can comfortably adapt to a wide range of conditions just to make a sale. We could wake up at 2am on a Sunday to hop on a call with a prospect in Barcelona, or fly to Denver in winter for a ski trip with a client. We’re ready to be prepared for anything. Flexibility also involves the ability to use different sales approaches with different prospects. In 2013, we want to expand our knowledge of new sales trends and technologies that are leading the market. We’ll do whatever it takes to close a deal, and we want to be willing to change our plan when the requirements of a sale shift.
