We’ve all seen list after list of things we need to do to increase our sales in 2012.
Here is my list of 7 things salespeople should NOT do:
1. Complain about marketing, insisting they are the reason you have not been able to close more sales.
You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. That approach won’t do anything, though, to increase your sales. If anything, it will likely lower them.
2. Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings.
Your rationale is all based on stuff you didn’t have any control over so, therefore, you think should be receiving the money. This definitely is not the best use of your time, no matter how you try to argue it is.
3. Spend all day figuring out who you should prospect.
Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. But rest assured, right? The research you are doing is really good stuff, even if it never results in a sale. At least that’s what you tell yourself.
4. Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors.
While you’re in the office talking to everyone, you might as well also let others know how you feel about what’s wrong with the company. Sadly, this is what too many salespeople do. And it shows in their numbers and their attitude.
5. Ignore customers and the numerous requests they make.
You are the subject matter expert the customer has come to rely upon, so don’t pawn off onto someone else in your company the requests you should be handling. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled. When you don’t, there is damage you may not immediately see, but it will definitely be felt.
6. Get lazy about updating your customer records.
You’re so busy developing spreadsheets regarding your bonus and arguing with people about why things are screwed up in the company, you really don’t have time to devote to keeping your customer records up to date.
Maybe you even think that you can simply keep the details straight in your head or that updating customer records is just another waste of time mandated by stupid people in corporate.
If you get lazy about updating your customer records, your sales will suffer.
7. Blame your inability to close more sales purely on the economy.
“The business is either there or it isn’t,” you maybe say to yourself. Because of the economy, customers know what they want, so no sense in doing anything but the bare minimum on simply telling them about your product’s features, right? How far will that rationale get you?
I’m sure there are more, but hey, you get the idea. Stop making excuses and just get out and do it. 2012 is right around the corner. Let’s all make it the best year yet!
There are a lot of things you should be doing. Just make sure you don’t lose sight of what you should NOT be doing.
Go with the crowd or stand out from the crowd. You choose.
Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
