As sellers, we aim to exceed our hopes and dreams and make 2015 the best year ever in our careers. Here is a curated list of sales goals crowdsourced from the SalesHood community.
The overriding theme for 2015 seems to be a “back to basics” approach in sales. It’s time to focus on purpose, curiosity and insights. It’s time to make sure every communication is purposeful and rich with insights. It’s time to solve big problems for our customers. It’s time to make sure curiosity is reborn as a core sales skill and sales process driver.
It’s time to bring even more value to every customer conversation.
It’s time to turn our sales profession into a sales practice with daily exercises, connections and mindfulness. Let’s make 2015 the year we sharpen and refresh our skills. Let’s make 2015 the year we connect with our buyers and our teams to achieve greatness. Let’s make 2015 the year we are mindful about our sales legacy.
Now, please close your eyes, get in a mindful state and then read these fifteen sales goals:
- Have a thoughtful POV from researching buyers, companies and competitors to respectfully share prospecting insights.
- Engage prospects in email, social and phone conversations to solve problems, not pitch products.
- Use Linkedin to connect the dots with influencers, stakeholders and decision-makers pre and post meetings.
- Be an active listener and curious problem solver by uncovering, validating and quantifying business issues and customer compelling events.
- Become more comfortable asking open-ended questions by writing down your discovery strategy, soliciting feedback from peers and practicing.
- Send meeting-agenda confirmations and start customer meetings with a clear purpose and expected outcomes.
- Challenge executives to think differently and bigger about their businesses by providing value-add insights and proof points.
- Create urgency by sending out customer meeting summary notes by end of day, validating what you heard and qualifying next steps.
- Deals have mutually agreed customer success plans, aka close plans, written in customer’s language and validated early/often.
- Uncover and validate customer-compelling events with power before forecasting deals as committed.
- Don’t get defensive when customers raise an objection. Learn more by replying with thought-provoking and curious “why” questions.
- Make customer stories and references shared with customers relevant, emotional and quantifiable.
- Don’t bash your competition. Plant traps as questions mapping competitive weaknesses to customer’s stated business priorities and needs.
- Avoid negotiating late in the sales process and with the wrong people. Have a give/get plan.
- Close with class. Send hand written “thank you” cards to customers.
What are your 2015 sales goals? Let’s make the list even better together.
Have an amazing 2015.