The start of new year 2012 has been quite different than many others I have seen in the past. I saw varied emotions for the new year from different people. I saw subdued optimism in many, a careless indifference and a sense of resignation in others and opportunism in a few. I hope I fall in the last category.
So with this background, what new year resolutions should one make to succeed as a sales professional? Here are my recommended Top 3:
1. Technical and Commercial Knowledge: I will increase the depth of my knowledge this year. More than other times, these times are testing, and customers will be choosy and get more in depth while evaluating their options. As such, the most knowledgeable and best trained sales professionals will score an edge in this tough market. Knowledge about one’s product offerings, those of competition and most importantly business knowledge – knowledge of the buying process, knowledge of selection criteria, knowledge of the customer, his business and much more.
2. Focus on business process. Orders are getting sparse, and buyers have more time to evaluate. This is the time when committees will take decisions and not individuals. To succeed, the salesperson would have to ensure he follows the process of developing and maturing the enquiry well. He will have to cover every base, every angle and counter every objection and objector. Orders will have to be won through consensus among all stake holders. Focus single mindedly on Execution. Execution will be the key. Read the rest of this entry →