Posted by Ned Miller on Sun, Jan 31, 2010 @ 05:03 PM
Here's a quick fitness test to start the year. Answer each question honestly.
* What are your strengths in selling? Weaknesses? What things do you need to focus on to improve your sales results this year?
* What worked well for you in 2009? What do you plan to do differently in 2010?
* How much time are you spending selling-versus things like handling routine customer service inquiries, credit administration and underwriting? Is there anything you can do to allocate more time to business development?
* Do you have a plan in place to retain your most profitable customers?
* Are you allocating the right amount of time to the customers and prospects with the highest potential?
* Are you delivering a compelling and relevant value proposition for your targeted prospects? How do you differentiate yourself from your competition?
* Are you using effectively the tools and training you have received? What additional training do you need?
* Do you have a strategy to develop more referrals from line of business partners, satisfied customers and COIs?
One final thought: If you don't like your answers, sit down with your sales manager or a colleague whose opinion you value. Talk candidly about the challenges you face. Invite suggestions. Listen to what your associate has to say.
Interested in refreshing your sales skills? Visit our website to find out about our archived webinars on acquiring and expanding relationships. For more information go to http://mzbierlyconsulting.webex.com.