What are you doing to succeed in today’s economic climate?
If you’re like most sales reps (80%), you’re probably showing up and grumbling about the recession, hoping you don’t get fired before it ends, and hoping you can make enough sales to pay the rent.
It’s sad but true: Most sales reps are unwilling to step up their performance to match the current conditions out there. I read somewhere recently that almost one third of all sales teams have turned over, and many of those jobs won’t be replaced.
On the other hand, the top 20% will continue to be successful, and they are already telling me how they do it. I took a poll of the top producers across 35 different industries, and here are the top five things the top 20% are doing to guarantee their success in 2013 and beyond:
1. The top 20% are working harder
According to my survey, the top reps in most companies are coming in an average of a half hour earlier than usual, and they are staying over an hour later.
In addition to that, many of the reps I polled are working later on Fridays (a day they may have left a little earlier), and some of them are even coming in Saturdays to get their proposals, quotes and other paperwork done. No secret there, huh? When the going gets tough, the tough get going!
2. The Top reps are stepping up contact with their accounts
A top 1% producer put it to me this way: “In today’s economy, it’s getting harder to find new clients, but it’s easier than ever to lose the ones you’ve got.”
Because so many clients and prospects are looking for better deals, it’s imperative that you’re in contact with them and are well aware of their needs. If you aren’t, somebody else will be.
3. The top 20% are bringing more value to their clients and prospects
While 80% of your competition is calling to see if they can get a deal, the top 20% are calling to add something of value to the people they speak with. What kind of extra value can you bring to help your clients and prospects today?
If you don’t know, then you’d better brainstorm with your managers and owners and come up with a reason for your clients to contact you first when they do have a need. Think of resources they need, special reports, websites, industry needs, or even products you can help them find.
4. Back to basics
The top 20% I’ve spoken with tell me that they have gone back to the basics in terms of techniques. They are recording their calls again; they are keeping track of their calls; and they have scripted new responses to the “budget objections” they are getting. What will you do to improve in the new year?
5. The top 20% are focused on developing and maintaining a positive, expectant attitude
Every top producer I interviewed shared the same positive, enthusiastic attitude, and by the time I was done speaking with them I felt positive too. They told me that this is just a moment in time and that things will always change.
They agreed that things will get better in the long run and, in the meantime, they were going to stay positive and keep their level of expectation up. To do this, they gave me a long list of resources they used to keep their attitudes positive. My question to you is – what do you do each day to stay positive?
