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Staying Focused to Improve Sales Performance

A typical sales person will have many responsibilities - they will be responsible for finding new business, taking care of existing clients, administrative tasks and responsibilities, etc.  With so much to do, it can be easy for a sales person’s day to bounce all over the place, get bogged down, and sometimes feel like nothing was accomplished.  With this being the case, being able to stay focused in this chaotic, fast pace environment can be one of the keys to being able to improve sales performance.  

Here are some ways to help improve focus:

One area at a time: 
With having many different responsibilities, it can be easy for a sales person to try to do everything at the same time.  For example, a sales person might work to find new business through cold calling and also take care of existing clients at the same time.  These are two different areas of responsibilities and if they are separated from one another, we can ensure that the appropriate time, attention, and focus gets applied to each individual area.

Mini goals:  Most sales positions will have an annual quota.  In order to successfully hit this annual target, we must make some sort of progress toward it everyday and every week.  One challenge with daily progress is that the quota is typically such a big number with a deadline that is far away and this can create a disconnect with what needs to be done each day and week.  A work-around for this is to break down your annual targets into mini goals.  These can help you to stay focused on what needs to be done right now to make sure you are making progress toward the long-term goals. 

Attainment tracking: 
In order to stay focused on what you need to do to hit your quota, it is important to know where you currently are.  This is accomplished by accurately tracking and understanding what business you have closed to date.  By having this information, you will know how much business you need to close and what you need to do in order to improve sales performance.

 



Pipeline projections:  Being able to project the best case, base case, and worst case for how your pipeline could end up with the current opportunities that you have can help you stay focused on what you need to do.  If the projections are not where they need to be for you to be successful, then you will know what you need to do to improve sales performance.

Track activity:  Tracking your activity levels can help you to stay focused by helping you to understand what you have done to date and this will provide clarity as to what you need to do to improve sales performance.

Divide the day:  Dividing the day and the week for different tasks and areas of responsibilities can help you to stay focused when working in each area.

Plan:
  Having a plan for the day and for the week that includes what you are going to do and try to accomplish can help you to stay on track and focused.

 



Launch Pad Solutions provides sales coaching and can help sales professionals to stay focused and help them to improve sales performance.

 

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This article was published on Wednesday 18 November, 2009.

Back to main topic: Sales Coaching
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How to be a Great Sales Person

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