5 resolutions every seller should make in 2019

New year new beginning may be a cliche’ for many but for sellers it absolutely make sense to consider new beginning with new year. One, they will literally be starting their budgets from zero and second they should give themselves the time and opportunity to overcome the success or failure of the past year. Here is the time when a seller will start writing new page of his career.

So here is my list of 5 new year resolutions which every seller should make:

Unless you are not selling something which is niche’ in the market, you know that there is a plenty of competition and customers really have an upper hand in negotiation. The only weapon in your arsenal is discount. But if you center your discussion only on price, then you know that you have very thin chance of winning the deal because a customer can have more competitive prices.
Furthermore, your job is to maximize profits.

To come out of this, you need to sell value to the customer and justify the reason he is paying the premium when compared to other cheaper options. Teach people how much they will benefit, how much your product or service will help them, and all of the things your product or service can do to help them achieve their goals and solve their problems. The more you focus on these values, the less important price becomes. This is not an easy task and will require significant efforts from your side. But trust me, it’s worth putting in this effort.

What should you do ?

  • Create a  territory plan with marketing, partners and your leadership to increase the number of qualified leads 

  • Plan your schedule judiciously, make sure you stick to it and don’t procrastinate
  • Utilizing sales tools like CRMs, communication tools and route planning can greatly increase your productivity

 

There are plenty of reasons because of which you didn’t stick to your plan, you miss out on building your database, you missed out updating your CRM, you spent less time on selling. You know there are repercussions of this and you are the one who is going to face all of them. 
Becoming more productive means spending more time selling rather than doing admin or customer support tasks and rate at which you are increasing company revenue. The more you are productive, the more time you will spend with the customer.



What should you do ?

  • Create a  territory plan with marketing, partners and your leadership to increase the number of qualified leads 

  • Plan your schedule judiciously, make sure you stick to it and don’t procrastinate
  • Utilizing sales tools like CRMs, communication tools and route planning can greatly increase your productivity 


You must have spoken to 1000s of prospects but you spent time only on the ones who you think will close deals with you. Spending time with the prospects who will give their money is quite obvious and that’s what we sellers want to do. But in this process we ignore leads who might not be buying from us right now. You know it’s important to nurture them, you know it’s important to keep them warm. But you didn’t do it. 

If you are in sales profession you must remember that the seeds of relationship you bow today, will reap benefits later.



What should you do ? 


  • Create your reach out plan using email campaigns, writing blog posts, linkedIn posts, attending conferences and calling your prospects once in a while. 


It’s very important that a seller use his time wisely and judiciously. If you don’t invest time in upgrading yourself, learning new skills and enhancing your selling skills, you are deemed to become obsolete soon.

What should you do ? 


  • Spend at least 8 hours per month to study. Invest time in learning about your industry, products/services, technology, customer persona, communication skills etc. 


Sales is a career filled with lots of uncertainties and rewards. As long as you are meeting your quota you will be The Rockstar of the organization. Everyone will applaud you and it will be easy for you to get carried away due the success. We all want to be in this situation. 

But when the market is bad 

and things are not going as planned, you definitely need to have some kind of security. You must be cognizant of this and ardently plan your future before life surprise you.

What should you do ? 


  • Network within and outside your organization

  • Keep working on alternate skill 

  • Prepare a contingency fund, so that in case you lose job for sometime, you can take care of your finances.




Wishing you lots of success, rewards and recognition in 2019. 


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